Dealing With Rejection

Most professional salespeople face rejection as they perform the core activities of their respective jobs. They face the most rejection when they ask for an appointment, ask the customer to buy or ask for referrals to other potential customers.

Of all the salespeople in the world, the financial services and product salespeople face the most rejection. Of these, the life insurance person faces the most severe rejection.

Having been a life insurance salesperson, I have experienced this rejection first hand. I therefore have great respect for my peers who get up each morning, do their jobs, face the rejection, then go to bed, only to wake up the next morning and do it all over again. Day after day they receive it, take it and get over it. Many workers go through life and seldom, if ever, receive rejection.

So what is it that all these people are rejecting? Are they rejecting the company, the salesperson, the industry and or the concept? The answer, yes, yes, yes and yes, or maybe no! We don’t really know why until we ask!

If we don’t ask then we won’t really know, we will just assume. When we assume we take a great risk that we assume incorrectly. Therefore we then act upon an incorrect assumption, the result is very predictable.

So what have we learned? Assume you do not know the reason they are rejecting your idea. Ask why? When you are armed with good information, you improve your chances of a successful result.

Many salespeople make a critical mistake when dealing with rejection. They take it personally. They assume it is because they are lousy salespeople or just lousy people. Big mistake! Often the reason has nothing to do with the salespeople. At the beginning of my career, I took the rejection personally. I thought I was the reason. This attitude caused me to have some really horrible days and prevented me from reaching my potential. Don’t take it personally! It comes with the job!

Professional salespeople are hired to push products or services out into the community. Often these products and services are not something that the customer is necessarily thinking about or looking for at the moment the salesperson calls.

Professional sales require tenacity, persistence and most importantly, a thick skin. What helps me to cope with the rejection I face (yes I still get rejection), is being really clear about my purpose. The closer I am to my real purpose as a salesperson, the easier it is for me to handle rejection. I believe I make a real difference in peoples’ lives. If they choose not to meet with me or buy from me, then it is unfortunate, but it is not my fault. I know who I am and the services I offer are of value.

To summarize, rejection is a natural occurrence during the interaction between the salesperson and the customer. In other articles and on my website I show you how to manage the customers concerns, handle their objections and get past the rejection.

Rejection happens, so get over it and move on to the next opportunity.

Good luck,
James M. Heidema.