When it comes to business, rejection is a part of the package. Whether your company is a one-person operation or a million-dollar enterprise, “no” is a word that you must learn to embrace. Rejection and failure are important steps on the way to dominating within your industry. The key is to not let a failed sales pitch affect your productivity or your attitude. If you’re in a sales slump, eWomenNetwork Founder and CEO, Sandra Yancey, shares her 3 "Q-Tips" for overcoming sales rejection at the eWomenNetwork Platinum Summit in 2018.
1. Don't Take it Personally
When your sales pitch doesn’t work out, it can feel like a blow to your ego. It’s important to remember that business is business, and letting rejection affect your self-worth is the worst thing you can do. Keeping visual points of reference in your work space can help keep you on track and motivated after losing a sale.
For example, Sandra describes using a common household item to help her conquer rejection hurdles. “Every morning I’d get up and I would tape ten
Q-Tips around my monitor… Every time somebody would say, “no” I would rip that Q-Tip off. It was an acronym for me to "Quit Taking It Personally.”
Attitude is everything. If you allow disappointment from a lost sale to carry over into the rest of your day, you are losing business. Keep your head held high and move onto your next call with confidence and conviction, no matter what.
2. Switch Your Pitch
After three or four unsuccessful sales in a row, Sandra recommends re-evaluating your pitch. “It’s not just about making ten calls. It’s about learning why people are saying ‘no’.” Focus on a quality over quantity mindset. Approach your sales from different angles, try new things and take detailed notes on what works and what doesn’t to help you formulate a more effective strategy for the future.
Sandra also encourages business owners to learn the power of certain words. Record your phone calls and listen carefully to your vocabulary choices. Are there any key differences between sales that were successful and those that weren’t? Words have the power to energize or cripple your sales pitch, so it’s important to choose them carefully.
Psychologists call it the "primacy" effect. It means that based on the words others tell us about another person, or we tell ourselves, predisposes us to believe it's true. For example, say you're meeting with a potential high-end client who could greatly impact your bottom line. If the words streaming through your mind are destructive such as, "They won't buy from me, my business isn't big enough," then you'll likely lose that client. If, on the other hand, you say to yourself before meeting with this person, "My business is the perfect fit for this client," then your success rate will likely improve.
I have never worked a day in my life without selling. If I believe in something, I sell it, and I sell it hard – Estée Lauder