How to handle rejection in sales

How to Handle Rejection in Sales: Who actually said no?

How to handle rejection in sales is such an interesting part of our psychology. It can completely crush some people where as it inspires others. Over the years I’ve seen the least likely win big, and the most talented, struggle. I’m convinced this phenomenon comes down to our ability to handle rejection in certain situations.

I don’t believe it’s simply a personality trait, I think it goes deeper than that. The closer it represents our values or passion, the harder it can be to get rejected. This is as common as our willingness to ask someone out on a date or trying to sell someone a new product we’ve developed.

For some, it’s too easy to see a no as a personal affront – a rejection beyond just timing, someone’s financial status or availability. Instead, we might internalize that rejection as proof of being a failure. It happens to everyone in one way or another.

As a result, to avoid hearing “no”, we say “no” first – by not even asking. We make up their mind for them. We tell ourselves, “eh, they probably won’t want it” or “I don’t want to inconvenience them.”

Sound familiar?

I once read a useful book on cold-calling. It said that cold-calling is all about numbers. Out of every 20 calls, 19 people will say no and only 1 will say yes. I read a helpful book about cold-calling. The book emphasized that cold-calling is primarily a numbers game. For every 20 calls made, 19 people will reject the offer while only 1 person will show interest. The book recommended keeping track of the rejections, as accumulating more “no’s” indicates that a successful sale is closer.

When it comes to cold-calling and sales, it’s important to understand that rejection is a normal part of the process. The book mentioned highlights the idea that for every 20 calls you make, you can expect 19 people to say no and only 1 person to say yes. This concept encourages individuals to “collect the no’s” because each rejection brings you closer to a potential sale.

By embracing rejection and not taking it personally, you can develop a resilient mindset and improve your sales skills. Instead of seeing rejection as a failure, view it as an opportunity to learn and refine your approach. Each interaction and rejection can provide valuable feedback that can help you enhance your pitch and increase your chances of success.

Remember, the more you put yourself out there and actively seek opportunities, the more you will learn and grow. Don’t be discouraged by rejection, but rather use it as motivation to keep pushing forward and improving your sales techniques.

Finding 20 businesses or investors to pitch your product to can be a great way to improve your sales skills and increase your chances of success.

By actively seeking out opportunities and not being afraid of rejection, you can learn from each interaction and refine your pitch. This process can help you become more confident in presenting your product, improve your ability to close sales, and allow your product to evolve based on the feedback and responses you receive.

Remember, every “no” brings you closer to a “yes,” so don’t be discouraged by rejection and keep pushing forward.

Topics like this aren’t just for sales people. Marketers need help too. It’s something we discuss in the CMO Dashboard. Reporting templates, lead projection calculators are just a part of the toolkit. It also includes monthly trainings, mastermind groups and 1:1 meetings. Check it out >