Rejection in Sales: What to Do About It

Coaching, Frontline Reps, Motivation, Phone Sales, Sales Tips, Goals, Effective, Examples, Performance, perseverance

“Rejection is an inevitable consequence of selling. Ironically, this fact is good news for the disciplined salesperson. If personal rejection were not an integral component of the sales process, anyone could sell; superior sale people would be commonplace. But the reality is this: Superior sale people are quite uncommon and thus demand a high premium in the marketplace.

“If you are looking for a dependable way to build an uncommon sales career, understand this fact: Rejection is an unavoidable part of the sales process. It is never to be taken personal.

“An old adage reminds us that the sale doesn’t really begin until the customers says ‘no.’ It’s worth adding that your sales career doesn’t really begin until you learn to accept ‘no’—and keep on selling.”

From: The Salesman’s Book of Wisdom, Dr. Criswell Freeman

Another great quote from this book which I’ve been featuring the last couple of weeks. I especially like the part about rejection not being personal. This was important for me to learn all those years ago.

When I realized that, I came to understand the saying: “Some will, some won’t, who’s next?”

Here are some other sayings, related to rejection, you might enjoy:

“Eighty-five percent of our customers say ‘no’ at least once before buying.” Ross Perot

“The greatest test of courage on earth is to bear defeat without losing heart.” Robert Ingersoll

“What is defeat? Nothing but education, nothing but the first step to something better.” Wendell Phillips

“Don’t believe in defeat.” Norman Vincent Peale

“To be successful, you’ve got to be willing to fail.” Frank Tyger

“Never let the fear of striking out get in your way.” Babe Ruth

“There is no failure except in no longer trying.” Elbert Hubbard

“To conquer fear is the beginning of wisdom.” Bertrand Russell

“Despair is the conclusion of fools.” Benjamin Disraeli

“Man is troubled not by things but by the view he takes of them.” Epictetus

“The human spirit is stronger than anything that can happen to it.” C. C. Scott

So get out there and just keep selling…

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Who Should Attend?

Any sales reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated