By: Michelle Richardson – Vice President of Sales Performance Research – The Brooks Group
Rejection in sales is common, but it can still feel demoralizing—and impact sales results. Fear of rejection in sales is a major cause of call reluctance. Frequent rejection is one of the biggest reasons otherwise promising sales professionals abandon a sales career altogether.
Sales leaders can help their sales professionals overcome their fear, build the confidence to deal with rejection in sales, and succeed.
6 Ways to Overcome Rejection in Sales
The secret to overcoming rejection is not taking it personally—and using each objection as an opportunity to listen, provide value, and work toward the next step in the sales process. Coach your sales team to build confidence through preparation, believe in your offering’s value proposition, and see rejection as a temporary obstacle rather than a permanent condition.
Here are six tips for training your sales professionals to handle rejection with confidence—and meet their goals despite it.
1. Learn to Expect Some Rejection in Sales
One of the best antidotes to sales rejection is also the simplest: Know it’s a possibility. A sales professional who understands that some level of rejection is a normal part of the field will be less likely to be deflated when it happens.
Train your sales team to use every “no” as a way to thicken their skin and a learning opportunity to hear “yes” more in the future.
2. Refuse to Internalize It
Bouncing back from rejection is a sign of resilience—an important quality for sales professionals to develop. Help your sales team understand that a rejection is never a reflection of their personal worth.
If someone’s close rate is lower than others, it may mean there’s a problem in the way they are selling. But it doesn’t make them inadequate as people. They may need more sales training, skills, practice—or they may need to reevaluate whether the prospect is fully qualified.