🌀 Ryan Aneja

Rejection is part and parcel of sales. In fact, no matter how good you are as a salesperson - you're going to have more failures than successes. It's not like a goal keeper, where you have to have more successes than failures (goals you concede) Think of sales as a striker. Take as many shots as you can and maybe you score a goal or two. Rejection is also a harsh term. It makes it too personal. They aren't saying no to you, they just mean your product doesn't align with their current goals and priorities. 'No' is the second best answer you can get cause you can now refocus on other targets that may be looking for something that you can help them with.

Speak their language. Use the terms they'd be familiar with. If they are truly an expert in their field, they're likely going to enjoy talking to someone they perceive as being an expert on their level as compared to a novice. Understanding your personas and the category you sell into at a deep level can ensure you're able to hold your side of the conversation whilst speaking to experts in their field. Also, if you read "How to Pitch anything by Oren Klaff", he talks about how to use frame control even when dealing with experts. Highly recommend.

Be human. To err is to human. When I've got it wrong with answering an objection of theirs, I will shoot them an email expressing that in the spur of the moment, I had forgotten to share with them XYZ and how even though they may not want to move forward, it was still my duty to present them with the right answers. It may not change things but the idea here isn't to CONVINCE. The idea is to give them as much information as possible for them to make an educated decision. If the answer is no, and it's not a priority for them, there's no "objection handling" that'll make a difference

Time changes everything. Just cause they won't buy from you NOW, doesn't mean they won't buy from you EVER. Maybe their executive priorities change, or initiatives align better with your solution, making for a more fruitful conversation. Try to reconnect with all your closed lost deals after observing a cool-off period and see what, if anything, has changed for them. In case your product was the issue but has since evolved to be a better potential fit TODAY, let 'em know!

Focus on the person and their company versus the solution you're offering. Ask a ton of questions and focus on helping and not selling. Get the prospect to speak to issues they're facing, problems they struggle with TODAY, and try and understand what solutions they've already tried out whether other softwares or other band-aid fixes.

The best and worst part about being a salesperson is you start every month from ZERO. Sales is about ups and downs. Top performers don't care about how last month went, whether good or bad. It's important to sit with your reps at the end of the month as a team to share wins and losses so that there can be a plan set for how the next month should be approached. Control what you can control, the rest will happen naturally. Outputs, effort, attitude, commitment are in your control. Numbers, prospects responding, economic downturn etc. are not in your control.