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Find Lessons in Rejection

“How are you getting along?” asked the old timer of the new sales rep.

“Not so good,” came his disgusted reply. “I’ve been insulted in every place I made a call.”

“That’s funny,” said the old timer. “I’ve been on the road 40 years. I’ve had my samples flung in the street, been tossed downstairs, manhandled by janitors and rolled in the gutter. But insulted – never!”

We all deal with rejection differently. But if you’re in the sales game, you better get used to it, because rejection is – and always will be – part of business. If it were easy to succeed in sales, everyone would want in. Rejection helps knock out the weak.

In doing my homework before corporate speeches, I often talk to the company’s head of sales and ask what skills are necessary for a good sales rep in their industry. Dealing with rejection is always on the list because not everyone can handle all the rejections that are necessary to be successful. Too many people just give up. They don’t realize that to get the yeses, you first must hear the nos.

Here is my advice in dealing with rejection, because Lord knows, I’ve had plenty over my career:

Don’t take it personally. You have to remember that the person isn’t rejecting you; they’re rejecting what you’re selling.

Leave the door open. I always thank the people I’m calling on because they took valuable time out of their day to meet or talk with me. I’m grateful because you never know whether your paths might cross again. And don’t forget about referrals.

Never say no for the other person. Don’t anticipate rejection because then you won’t even try, let alone give your best effort. Prospects can read defeatism in your voice and body language.

Analyze every failure, but never wallow in one. Think about what you could have done differently. Then record it in your post- call notes. Next time, you’ll be better prepared.

Know your percentages. Unless you’re new to sales, you soon realize how many calls you have to make for each sale. Always remember that your next sale could be just around the corner.

Remember past achievements. Look back to your past sales and business successes. This will help ease the rejection of today.

Consider the market. That’s not a pass to stop working, but rather an opportunity to hone your skills and be ready for better times.

Take a break. If you’re feeling down, do something you like. Just don’t stay away too long. And never take a break when you’re on a hot streak.

Mackay’s Moral: Don’t get dejected if you’ve been rejected – just get your skills perfected!

Harvey Mackay is the author of The New York Times’ No. 1 best seller “Swim With the Sharks Without Being Eaten Alive.” He can be reached through his Web site, tulsaworld.com/mackay, or by writing him at MackayMitchell Envelope Co, 2100 Elm St. SE, Minneapolis, MN 55414.

Originally published by HARVEY MACKEY United Feature Syndicate.

© 2009 Tulsa World. Provided by ProQuest LLC. All rights Reserved.

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© 2009, YellowBrix, Inc.

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