The most common thing you hear in sales is “no.” Sure, it can be sugar-coated and turned into a more palatable, more polite message. However, at the end of the day, it’s all the same thing: rejection. Salespeople, whatever field they’re active in, must all be equipped to handle rejection regularly and in all its forms. The greatest lack in sales training is often the avoidance of any discussion of this (beyond simple questions during the interview), as well as the absence of any kind of tools to deal with it. While I’m no expert, I have been on the receiving end of this for some time, and thus I’d like to provide my humble two cents on how to avoid taking rejection personally.
Let’s face it: we’ve all been in this position. You’re calling, but nobody picks up. You’re sending emails, but there are no answers. You’re scraping the bottom of the empty barrel that was your pipe, hoping to close one or two deals and hit your number this month. It’s a terrifying situation to be in, and requires a cool head and patience. You can turn it around, and it’s not even that hard. Here are a few things you can do when nothing you’re doing is working.
Cold calling is always seen as a dreaded activity by salespeople. It’s seen as a waste of time, a pool of rejection and an activity for those who enjoy self-flagellation. It’s not easy, of course, but nothing worthwhile is. Many people are turned off by cold calling either due to their fear of rejection, or because they don’t wish to disturb or interrupt the people they’re calling. As you can see, it’s predominantly a mental block they’re facing, and that’s something that’s within their power to change easily. Let me show you how to approach cold calling in a way that’ll overcome these issues and lead you to success.
I've written about having a successful first prospecting call before. That article was process-focused, and walked you through what you should be doing and how you should prepare. The reality of it is the moment you're in the call, all of that will probably go out the window. No battle plan survives the first encounter, after all. So I thought I'd help you out and give you a few tips for your first prospecting call, in order to make it a little easier. These aren't procedural strategic considerations, they're bits of guidance I've accumulated over the years. I hope they help you as much as they helped me!
If yesterday’s method wasn’t to your liking, then perhaps today’s will be. Motivation comes when stress is reduced; when the mind can be free to focus on the job at hand, and not be overly burdened with other, negative factors. Today’s method to attain this state is lifted directly from Buddhism, where it is a key principle in avoiding suffering (the basis of the philosophy). Applied in a less rigorous manner, it can be used to facilitate a positive motivational state. Today, therefore, I’ll show you the simple but powerful principle of letting go.