Rejection Handling in the Sales Industry
One of the biggest challenges new salespeople – and those new to the corporate world in general – face is handling rejection. Whether it’s on the other end of a cold call or in a meeting, there will always be times that people don’t want to pick up what you’re putting down.
It might sound odd to say, but rejection is actually important in sales – especially for newer SDRs. It’s important because it allows you to redirect and improve. You might have heard the phrase “no pain no gain” when it comes to exercise, but it also applies to sales. Without the ‘pain’ of getting dismissed, you won’t become a better salesperson.
1. Remember rejection isn’t personal
The first few times you get rejected – especially getting shut down over the phone – it might sting. So, pause for a second and put the situation into perspective. Every salesperson, from the greenest to those at the highest level, has experienced rejection and learned from it and you can do the same.
2. Remain professional
In sales, rejection doesn’t always signal the end of a relationship. That’s why it’s important to think about how you respond. If you stay professional and positive or even add in some humour to soften the blow, you leave that conversation on a positive note.
3. Learn from it
The only way a rejection becomes a failure is if you don’t learn from it. So, listen back to your call and analyse where things went awry. Did you mishandle an objection? Did you go into pitch mode and not let your prospect speak? Find where your weaknesses are and make a note of them so you can tweak your sales strategy for next time. It’s also important to see the positives of your approach and learn from those too.
4. Ask for feedback
One of the best things about working with other sales professionals is learning from each others. You likely work with people everyday that can improve your cold-calling technique. Some will have made this mistake before, so ask them how they improved. Other colleagues can offer a fresh ear and pick up on things you don’t, so make the most of their presence.
5. Focus on your next opportunity
The final step as you move forward with your day is to compartmentalise. Don’t forget about how your rejected call went, but don’t let it ruin your next one. Focusing on the next task can also alleviate any stress you might be feeling, motivating you to carry on and improve with the next prospect.
Hopefully these tips help will help you navigate your next rejection and take your cold calling skills to the next level!
