For true sales professionals, you know that sales rejection is a part of the process.
Sales rejection is a sales reality. If you are in sales, no matter what kind of product or service you are selling, you have been rejected. From an initial “no thanks, not interested” to “we have decided to go a different direction” sales people face sales rejection fairly often. For many people, sales rejection is a devastating event that can throw them off track for quite a while. For true sales professionals, you know that sales rejection is a part of the process and you know how to deal with it. If you are new to the game, and the sales rejection hits you like a punch, talk to your team mates and other sales professionals and ask them how they have dealt with sales rejection in the past. You can be sure that sales people will have plenty of tales to tell you about times that they faced sales rejection and you are sure to learn a great deal. Here are some tips to remember:
There could be any number of reasons that your product or service was rejected. Perhaps it was not exactly what the buyer was looking for. It could be that they simply did not have the money to pay for what you are selling. The reasons that a buyer does not purchase your product or service are far too many to mention, and frankly, most of them are legitimate. You cannot make every single sale. It simply won’t happen and if you allow yourself to think that you should make every sale, you are at best fooling yourself and at worst, driving yourself crazy.
The worst thing you can do when you face sales rejection is lose your professional demeanor. You cannot be sad or angry or sullen. You should never take it personally. When the buyer tells you no, remain polite and professional. You can certainly ask why, and if there is a misunderstanding between what you have said and what the buyer understands, you should certainly make an attempt to clarify. You can even offer to redo the proposal to correct any misconceptions or issues that may have been overlooked, but don’t fight and don’t get upset if the answer remains no. It is very possible that at some point in the future this buyer will need your product or service. By responding to the sales rejection in a professional manner, you are leaving the buyer with the knowledge that you are a true professional and that is a trait that is respected and builds trust for the future.
There are a lot of “no’s” in sales. This is particularly true when you engage in cold calling. The no you get initially is actually a good thing. You do not want to waste your time on a buyer that has absolutely no need for your product or service. Always stick to your sales routine. You will come to learn the difference between a real no and a no that indicates the buyer doesn’t seem to understand what you have to offer. You need to be persistent. When you make those calls where you end up with sales rejection, make sure you continue to ask additional questions. Why is the answer no? Do they think there may be a need for your product or service in the future? Would it be okay if you checked in with the buyer in a few weeks or months from now? The sales process has the rejection part of sales built in and you need to move on when necessary.
Sales rejection is going to happen. You need to stay positive and never let the rejections get you down. Persevere and follow these steps and you will learn how to deal with sales rejection like a professional.
Claire is a Western University graduate with a background in recruiting, sales and customer service. As a Recruitment Consultant, her goals are to place the best people in the right roles resulting in satisfaction for both the candidate and client.