You’ve spent time identifying your target customer. You’ve created an amazing presentation, then refined it and even added specific examples directed to the exact needs of this prospect. After practicing and practing, you delivered a perfect pitch. You’re confident you aced it.
Yet, somehow, the customer said, “no.” Maybe they weren’t in the same room. Maybe they didn’t hear that one part you edited nine times until it was pure perfection. You start to second guess your entire career path and your ability to sell.
Stop. Even the best, top-performing sales person doesn’t close every deal. Everyone gets rejected sometimes – usually sales people get rejected several times every day. Every. Day.
Dealing with rejection in sales is never easy, especially when you’ve put a lot of time and effort into crafting the perfect pitch and research.
However, it’s important to remember that rejection is a normal part of the sales process and can often provide valuable insights that can help you grow and improve.
In order to overcome rejection and continue to increase sales, here are ten steps you can take to rebound:
- Follow-Up
Following up with the prospective client is a critical part of the sales process. Research shows that only 2% of deals are closed during the first meeting, and it typically takes five interactions to get a “yes.” Don’t give up if you don’t close a sale right away. Furthermore, don’t be discouraged by a lack of response or being “ghosted.” Keep trying to close the deal until they give you a firm “no.” If the prospect rejects your proposal, consider following up with some informational or educational collateral they may find interesting. Include testimonials from other satisfied clients. Stories from other happy customers can help build trust and give the client a better understanding of your service’s impact on others. - Keep in Touch Professionally
Maintaining a professional relationship with the prospective client is vital to overcoming rejection and keeping the door open for future opportunities. Work on building solid and long-lasting relationships with clients. Rather than just trying to close a deal, focus on building a relationship that will last for years. Connect on LinkedIn, add them to your mailing list, and send them articles of interest. When a buyer feels a connection with you, they are 60% more likely to pay for your services. These efforts will help you build a relationship without the pressure of active prospecting and give the client time to learn more about your business. Take the time to understand the client’s needs, offer helpful advice, and provide excellent customer service. Use this relationship and information exchange to stand out from the competition and increase the likelihood of future sales. - Ask for Feedback & Learn
One of the most critical steps to overcome rejection is to ask for feedback from the prospective client and use that feedback as a learning experience. Although it can be difficult to hear criticism, the information you gather from the feedback can be extremely valuable. For example, ask the client why they chose to go with another firm or not proceed with the deal. Their answers may provide insight into their decision-making process and help you better understand how to approach future prospects. Then, take the time to reflect on the whole experience and identify areas for improvement. Did you miss any critical information? Did you approach the client in the right way? By exploring these questions and critiquing your own process, you can better understand your strengths and weaknesses and use this knowledge to improve your sales approach. Don’t take the criticism personally, but use it to make changes in your sales process. Every rejection is an opportunity to learn and grow as a sales professional. - Ask for Referrals
If the prospective client isn’t a good fit, they may know someone who is. Don’t be afraid to ask for referrals. Offer an incentive for referrals, and follow up with marketing materials that the prospective client can share with their colleagues. Encourage referrals by offering personal referral links on your website, tangible referral cards, or through networking groups on social media. - Consider Passing the Prospect to Another Rep
In some cases, it may be best to pass the prospective client to another member of your team who might be a better fit. This level of teamwork shows the client that you’re a valuable resource and willing to work collaboratively, and it benefits the entire team if the deal is closed. If you find a colleague who is particularly good at dealing with customers after rejections, consider spending time with them to learn from their process. If they have the capacity, consider adding them as a mentor and learn from them on a regular basis. A recent study reported that salespeople with a mentor brought in 18% more revenue than those who did not have a sales mentor’s guidance and support. - Retarget and Refresh Your Ideal Client Profile
Every rejection can help refine the profile you’ve created to define your ideal client. Knowing who your target actually is will improve your sales process. Use the feedback you receive to better understand what type of clients are a good fit for your product or service. Use the rejections, feedback, and redefined audience to improve your sales process. Calibrating and refreshing your client profile will help you modify your whole strategy, make you more effective, and increase your chances of success. - Stay Up-to-Date on Industry Trends
Staying current with the latest industry developments is crucial for any salesperson who wants to be successful. Keeping abreast of changes and advancements in your industry can help you better understand your target audience’s needs and adjust your sales approach accordingly. By staying current, you’ll have the opportunity to provide your clients with relevant information that can help position you as an expert in your field. Moreover, being knowledgeable about the latest industry trends will make it easier for you to identify new opportunities for growth and stay ahead of your competition. - Refine Your Pitch
Rejection can often be a wake-up call that your pitch needs work. Take the time to reflect on what went wrong and what you can do differently next time. Were you too aggressive? Did you not have enough information about the client’s needs? Did you come across as disinterested? Answering these questions can help you identify areas for improvement and develop a better pitch. - Add Visual Aids
Visual aids can help you convey your message more effectively and make it easier for clients to understand your product or service. Whether it’s a PowerPoint presentation, a product demo, or a video, visual aids can help bring your pitch to life and set you apart from the competition. Figure out an effective visual aid you can add to your selling routine and create it. If you’re not well-versed in creating visuals, it may be helpful to hire a freelancer. A freelance designer can assist in creating something professional that will elevate your pitch. - Keep Your Mindset Positive
Rejection can be discouraging. However, keeping a positive mindset and focusing on the possibilities that come with every rejection is essential. Even when rejection is a daily occurrence. Rejection comes with the job. Rejection is not failure. If you start to get discouraged or fall into the “imposter syndrome” trap, reframe your perspective. View rejections as learning opportunities. Stay focused on your goals and keep pushing forward. Sales can be a challenging and competitive field. With the right mindset and a commitment to growth and improvement, you can overcome rejection and continue to grow sales. Stay focused on your goals, continue to develop your skills, and never give up.
In conclusion, rejection isn’t failure. It’s a necessary part of the sales process. You should expect frequent rejection from prospects. However, by following these ten critical steps, you can overcome rejection, continue to grow sales, and build long-lasting relationships with clients. Whether you start asking for feedback, improving your follow-up, or maintaining a positive attitude, there are always opportunities to improve and succeed in sales. With hard work, determination, and a commitment to growth, you can achieve your sales goals and reach new levels of success.
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