October 27, 2009
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Methods for Rejecting Rejection…
No one in any profession is successful 100% of the time. Babe Ruth struck out twice as often as he hit home runs. Michael Jordan missed over half the shots he took. Worldwide best-sellers Gone With the Wind, 7 Habits of Highly Effective People and Chicken Soup for the Soul were first thrown in the reject pile by acquisition editors. Abraham Lincoln, born into poverty, faced defeat throughout his life. Lincoln lost eight elections, twice failed in business and suffered a nervous breakdown. He didn’t quit and as a result, he became one of the greatest presidents in the history of our country. Thomas Edison on inventing the light bulb stated, “I have not failed. I’ve just found 10,000 ways that won’t work.”
Expect your share of rejection. Babe Ruth wasn’t discouraged with strikeouts. He knew they came with the home run hitting territory.
Focus on the long term. Tomorrow, you’ll barely remember those rude words barked at you today. Next week and next month, you’ll struggle even more to recall them.
Develop perspective on your pain. Like all adversities, the pain of rejection will pass. There are many people who are suffering far greater tragedy and heartache. Selling is a profession, not a life.
Understand why people are mean. Those people who are ugly, rude, and nasty to you are usually that way because they are frustrated, pained, or afraid. Recognizing that their meanness is rooted in their own dispositions or inadequacies helps to protect you from an emotional beating.
View rejection as a statement about an interaction between two particular people at a particular time. What just happened is not a statement about you, but about the failure of two people to connect. The buyer said no to you, not about you. Even though your proposal was unsuitable, you were not.
View rejection as an invaluable lesson. Snubs teach you something about prospecting, qualifying leads, or building rapport. Don’t think, “Boy did I just blow that call!” or “I failed again!” Instead think, “I just learned one more way not to make a sales call!
Excerpts from Close the Deal by Sam Deep & Lyle Sussman with the Sandler Sales Institute.
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