Let's face it.
Most salespeople are living in a constant state
of fear around rejection.
Whether we admit it to ourselves or not,
so many of us are really worried
that we're going to do something
that's going to piss off that prospect
or make them angry.
And as a result,
we are so afraid of that eventual rejection.
But the reality is is that there's very little
to actually be afraid of.
We have to remember, they can't hurt us,
they can't do anything to us physically.
So, so much of that fear is up in our head.
So in this video, I'm going to show you five ways
to never fear rejection in sales again.
Check it out.
(upbeat music)
Number One- They can't physically hurt you.
We have to remember that they can't actually touch us.
They can't hit us, they can't punch us,
they can't attack us.
So all of that fear around rejection
that we do genuinely feel in a lot of cases
around being afraid of making a prospect angry
has nothing to do with any physical harm.
You're not in a football game or a rugby game
where you can actually physically get hurt
if you do something wrong.
In the game of sales, the risk is only that
maybe you'll make a prospect a little cranky
or they'll hang up on you,
or maybe they'll get annoyed with you.
But the risks are ultimately very, very low
and we have to keep that in mind.
Every time you pick up the phone, you make that dial,
you knock on that door or whatever you're doing
to start that new conversation, we have to remember
that they can not physically hurt us.
Number Two- Understand the evolutionary meaning
of rejection.
This all goes back thousands and thousands of years
when we were living in caves
and we were living amongst tribes.
If you went and approached a new tribe or a stranger
in that tribe and that interaction didn't go well, you died.
That tribe was going to kill you
because that's how tribalism worked.
Is that if you stepped into an unknown tribes territory
and that interaction didn't go well, you died.
So as a result, we have very, very deep seated
evolutionary programming that causes us to do everything
we possibly can to avoid rejection.
Because, realistically back in the day,
rejection meant ultimate death.
Now, fast forward to today's world
where none of that is true
yet the programming hasn't changed.
Our evolutionary programming hasn't caught up
to the realities of modern day.
And so we live in this fear where if they get upset,
we're so afraid, like we're actually going to get hurt,
but the reality is we're not.
And we have to keep that in perspective
that there is nothing that can happen that is so bad
that would cause that rejection to do anything
other than maybe make you feel a little embarrassed.
Number Three- Know, the math on no's.
This is so, so important
that we actually understand the math
on the nos that we receive.
Let's just see is the example of,
let's say you're making cold dials to prospects.
A good cold dialer is going to have a ratio
of somewhere between a hundred to 150 dials
in order to close one appointment.
Now that's a lot of dials.
That's a lot of nos.
That's a lot of not getting through.
That's a lot of people hanging up on you.
That's a lot of things that are a little bit less
than pleasant happening
in order to have that eventual reward.
But when you know that, let's say you have 150:1 ratio
of dials to appointment set,
and you know that every time you get a no,
you're now just that much closer to that eventual yes.
And so if you're using the right script, the right approach,
the no is just a part of it and it's not a big deal.
Most nos are, "You know, this isn't a good time.
Can you try back later?"
Most prospects are actually pretty nice
in terms of how they're going to reject us, quote unquote.
Or let's just say that your concern is around rejection
when you're actually in the sales process.
And so you really don't want the prospect to tell you no.
But if you know that every discovery call that you get on,
you are going to close, let's say 25% of those.
You know that every time you get to no,
you're just that much closer to the next yes.
And so we're not freaking out about getting that no.
Instead we just know, you know what?
This is part of the game, that's okay.
No is an okay outcome because I understand the math to nos.
And as a result, I'm not afraid
and I'm not fearful of rejection.
Number Four- Know your why.
Understanding why you're doing this is so important.
You could be in a million different other industries
with a million different job categories.
You could be in operations, you can be in finance,
but you're in sales.
And sales can be tough at times.
And so understanding why you're here is so important.
Chances are you're in sales because it's a path for you
to make a lot more money than you would otherwise make
in other job categories.
Take customer service versus a sales person.
Customer service people make half to a quarter
of what a top performing salesperson makes.
We want to be in sales
if we want to make that kind of money,
but you have to remember why you're actually here.
It's rarely about actually the dollar figure of the money,
but what that money and what that wealth goes to.
Is it for your family?
Is it for some type of status?
Is it for career development?
What is it that drives you to pick up that phone
every single time?
That is your why.
And getting very clear on what that why is,
makes every time you pick up that so much easier.
Because you know what?
They're are going to be calls
or there are going to be selling situations
where things are kind of frustrating
and they don't go the way you want.
But understanding why you're doing it
makes it so much easier.
Because you know what?
Some will, some won't, so what next?
Know your why.
Number five, celebrate big rejections.
Now this may a little counter
because if you've ever had a big rejection,
and if you've been in sales for long enough,
you probably know what I mean.
I consider a big rejection to be something
where the prospect really does get tested.
They get angry, they blow up, they hangup.
They get really frustrated.
And if you've been in sales for long enough,
you've dealt with that.
What we do in our organization is we celebrate
those really big rejections.
When someone just gets really cranky or really frustrated,
we write about it in our slack group and we laugh about it.
And we talk about it in our sales meetings
because you know what?
It's just part of the game.
And when we celebrate those moments,
what happens is as a salesperson, we suddenly realize,
you know what?
It's not that bad.
And quite honestly, it's by far the most interesting story
that anyone else has heard all week.
Those big rejections, aren't a big deal.
What you want to do is celebrate them
and take their power away.
The reason that we get embarrassed or upset
is simply a result of what our brain tells us
to do in reaction to the stimulus.
The stimulus is the rejection.
The stimulus is the prospect of getting cranky.
You have two options. You can get really upset
and pouty and want to quit your job.
Or you can just laugh it off and tell your friends about it
and have a laugh about it and move on to the next.
That's what celebrating big rejections is all about.
And it is so powerful because it takes away
all of the power of that rejection.
So there are five ways to never fear rejection
in sales again.
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