How to Strengthen Your Sales Mindset Facing Rejection
Overcome the fear of “rejection” and achieve your sales goals with the best advice from experts who have faced the same problem before you. Has it ever happened to you that you get discouraged when you want to sell your product or service and someone says, “I’m not interested”? Rejection in sales is normal.
Don’t feel guilty because some people don’t want what you offer. You can eventually increase sales. But for that, you need to do something. Do you know what it is? Overcoming rejection.
Rejection is normal, they won’t always say yes. However, there are strategies you can employ to stop this fear from immobilizing you and from carrying on in the sales industry. You must turn your failures into professional growth; that allows you to grow as a salesperson and strengthen your mind to move forward. Not everyone has that ability.
The sales expert Alonso Aceves is interested in making you an exceptional salesperson. That’s why we’re bringing you the best tips to overcome rejection and sell more.
How to overcome the fear of rejection in sales
There’s a big difference between hearing a “yes, I want to buy from you” and a “no, I’m not interested,” right? How do you feel when you hear so many “no ‘s”? It’s important to channel rejection in sales because behind those no’s, there might be a yes, I want to buy from you, bring me your product, let’s sign a contract, etc.
What can you do to overcome rejection and sell more? Let’s take a look at these valuable tips from the master closer of sales, Martín Alonso Aceves Custodio.
Persist and build trust
You might be wondering, when should you let go of the client? Maybe someone will tell you after the first sales rejection. But, will it be like that?
It’s important to remember that sales success is not just about getting quick wins or selling your product or service to various clients, including those who say yes after 5 meetings, meaning you shouldn’t stop persisting.
Many potential clients have their trusted suppliers, and to reach them, you must offer them the best deal and attention possible. Don’t lose sight of their needs and give them your best smile. It is essential that you maintain your self-assurance, conviction, and optimism.
Consistency and attention
Behind a “no, I’m not interested,” there is a potential “yes,” especially if that future client sees your consistency and personalized attention. In fact, there is no salesperson who doesn’t receive a “no” as a response, and if that’s the case for you, it’s most likely that you’re not doing something right. For a business to grow, you must recognize that you cannot focus solely on a small group of customers or offer your products at very low prices just to sell.
Generate trust in your future customer
On the other hand, you need to build trust with your potential client, how? Show that you strive to maintain a relationship with them, even if they say no for now. In the face of so many no’s, not giving up is the key piece of the puzzle. For example, think of a big company and offer them your services, do you think they will say yes just because you showed up once? It might happen, but with luck. However, the most likely scenario is that it won’t.
Ask yourself: If that company has had someone else provide those services for years, would they switch to yours automatically? It takes these types of companies years to change suppliers; it’s not that simple because there are many risks involved.
These large companies think about the logistics, operations, and business management of their enterprise. That’s why it can take you a long time to sell to these companies, hence the importance of earning their trust.
Managing the fear of rejection
The fear of rejection in sales can affect you as a salesperson because you won’t want to prospect, and if you stop doing it, you stop feeding your sales funnel. During the prospecting phase, you will encounter the highest number of rejections.
The fear of now is very dangerous in sales because you won’t want to seek new clients and will only want to keep the ones you have; that mentality won’t help you progress. In his Sales School, master closer Martín Alonso Aceves Custodio says that to get over rejection and sell more, you need to understand that it’s normal to be turned down in sales. It’s because people are afraid of and don’t trust salespeople.
Mindset and strategy
In order to confront rejection and increase their sales, salespeople must adopt an open-minded perspective and develop an effective strategy.
Don’t take rejection personally, but rather as something about your offer or presentation. That’s where the ability to unearth objections from your future clients comes in so you can work on them and deliver the best.
Among the most common sales objections are:
- I don’t have any money.
- I already have that product or service.
- I don’t know that brand.
- I’m not interested at the moment.
- I can’t assist you at the moment,
- I don’t have time.
- I don’t need that product or service.
- There are other cheaper options.
- What you’re offering me is expensive.
- I’m not sure if it’s what I want.
- I’m going to think about it and consult.
There is a problem with most new salespeople or people who are new to sales, and that is that they don’t understand the numbers. For example, you might need to quote 100 people for 10 to say yes; it all depends on your product or service, as well as the competition. It’s important because, if you know this ratio, you’ll recognize that 90 people will say no to you, and that helps you mentally prepare to overcome the many no’s.
Practice your sales process
Practicing your sales process is very helpful; you can practice your call with another person and have them say no to you many times, so you get used to hearing that no in your sales. It also helps you think of other things you can say to the customer when they say no.
Many salespeople, when they are told no, don’t know how to respond to the customer and can lose the sale. That’s why it’s essential to practice your sales role so that when you talk to the customer, and they reject you, you won’t feel bad, and you’ll know exactly what to say in response to a no. It’s going to help you handle rejection. Your attitude towards sales is important.
Confidence in what you offer
Ask yourself: Do you like what you sell? Would you buy what you sell? The answer to these questions will help you see if what you sell is productive or beneficial for your customer. If you feel confident in what you offer, you can generate trust in your clients. Otherwise, the customer perceives if you only act like a robot and do not show conviction in your service or product. That way, you lose a sale and a customer.
Remember the benefits of being a salesperson
Being a salesperson is not an easy task, but it has its advantages. Being a salesperson is a great way to make a living; you can work from home or in the field, or you can avoid physically demanding and exhausting jobs.
You can sell many types of products and make as much money as you want. In many cases, you can be your own boss and take advantage of the internet boom to reach more potential customers.
Developing your social skills, persuasiveness, winning attitude, and ability to handle rejection are all important for salespeople. Moreover, they are vital qualities for your personal life.
Make the most of rejection
Creating a record of rejections is important to understand the customer, the market, and the trends well. This works effectively to identify the pain points of the future customer; it allows you to adjust your product or service to meet your customers’ needs.
Rejection can allow you to see your weaknesses and strengths, as well as communication problems that may affect your sales in the future. On the other hand, you can learn the pros and cons about the future client by working with them.
Build a valuable relationship
By understanding a customer’s objection, you can take the opportunity to build a connection so that they become a potential customer.
Add content that your future client values, so they see your presence and know that when they need your product or service to meet their needs, they can count on you.
5 effective techniques from Neuro-Linguistic Programming to Overcome Rejection in Sales
NLP has designed 5 effective techniques to overcome rejection in sales.Among which are:
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Visualization
Visualization helps you improve your effectiveness and self-confidence in sales. You can visualize success with a positive attitude, and it also helps in aligning your goals.
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The reframe
Reframing helps you see rejection in sales as a learning experience and a small step towards success. Change the way you see things and take advantage of your experiences to boost your motivation and knowledge.
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Positive language
The use of positive language involves replacing “no” with motivating affirmations. For example, when someone tells you “I’m not interested,” you can tell yourself “not right now”; this helps you avoid falling into sadness over rejection. Rather, it helps you control your emotions and boost your self-confidence.
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Anchoring
Anchoring is associated with the specific emotional response to a particular stimulus, meaning that in the face of rejection, you can remember how in the past you made a sale after so many “no’s.”
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The focus on solutions
This technique focuses on seeing rejections as challenges that can drive you to improve your sales strategies and keep your mind proactive; that reduces stress, anxiety, and fear of rejection.
How to reduce your sales rejections
It is crucial to prevent rejection, regardless of whether you are an independent salesperson or have a sales company. Learn from each opportunity and enhance your sales skills to achieve a higher number of sales and fewer rejections over time.
For example, consult with your experienced colleagues about their tactics and strategies so that you position yourself as a strategic advisor and approach sales with a positive attitude when you are face-to-face with your prospects or clients.
Ask the right questions, handle negotiations correctly, enhance your skills, and sell the way the customer wants to buy; this way, you can reduce rejections before they turn into objections. Alonso Aceves’ Sales School is now available to provide additional expert sales consultations.
Conclusion: Rejection in sales
As we have seen, to overcome rejection and sell more, as a salesperson you must practice your sales process and simulate various scenarios, which includes rejection and formulating responses. Likewise, you must understand the numbers in sales, including the number of prospects you need to approach to achieve a sale closure.
You must practice your sales process because it helps you mentally prepare for rejection in sales and ensures you maintain your motivation in the search for new clients. It is of vital importance to apply NLP techniques in sales to overcome the fear of rejection.
If you put into practice each of these tips from the Master Closer Martín Alonso Aceves Custodio, you will surely overcome the fear of rejection in sales.
Martín Alonso Aceves Custodio and his knowledge in sales
Martín Alonso Aceves Custodio is a sales specialist, from prospecting to closing. As an expert salesperson, he learned to overcome rejection and sell more thanks to his lived experiences and by putting into practice the advice given previously.
That’s why he created Sales School, so that anyone who wants to learn to sell can do so easily and simply. There you will find his knowledge based on what he has learned throughout his life and his professional career in sales.
Sales have become a great way to build relationships that last, make money, and are strong. This is achieved as the seller treats with kindness, respect, and meets the customer’s needs. That’s why Alonso has become one of the best in Latin America.
Do you want to know more? Head over to his Sales School blog. Discover more about Martín Alonso Aceves Custodio, a man with many skills and qualities, passionate about sales and philosophy.
