How do you handle objections or rejections?

[Mike_Cartwright]

In the sales and business world, we always encounter objections and rejections. How do you handle it? How difficult is it to handle objections and rejections? Any tips?

 

[TomJ83]

I think that after a while one becomes accustomed to objections and rejections. Right now I'm not working with sales, but earlier when I did I tried to set a goal of how many sales I aimed to reach every day. Then I knew what my daily goal is and could work hard towards reaching it. If I didn't reach the daily goal I tried to understand how I could work on my pitch, to get more sales. Basically I focused on the positive aspects (getting a sale) rather than lending my thoughts to negative aspects (rejections/objections).

 

[WebshopMechanic]

Hi Mike,

You need a thick skin to work in sales and it's usually developed over time (you probably already know this).

I've learned that a 'no' might just be a 'not now'. Sometimes, the timing may be off (i.e budget already spent) so they don't want to get involved in a conversation because they won't commit. I've learned to gather as much info as I can, even as if it's a no.

Rejection is nothing personal. Many buyers / procurement managers often look calls from small vendors as too much hassle to set up because the return is not high enough.

To improve my strike rate, I make sure that I deliver as much value as I can in the pitch stage without expecting anything in return. If I can help my prospect now then they may return the favour further down the line. If it goes cold then I still have a way to re-open the conversation.

Either way, I don't take it personally and I make sure I've learned how to improve for the next time.

Don't take it personally, that's the key. Learn and move on.

 

[extulsftjz]

They're not rejecting you, they're rejecting the product/service.