• Sales: how to deal with rejection
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Sales: how to deal with rejection

It happens to us all - yes, even sometimes here at Big Motoring World. Occasionally, people just say 'no' - prospects who we were pinning our hopes of a sale on, dash those hopes with a single word. It can be disheartening and tough to take - especially if you've been working on converting them for a long time. But is there a better way to handle this kind of rejection, and to try to turn a negative into a positive? Here at Big Motoring World we think there is.

  1. Work out what you did wrong, and learn from it

The golden rule of rejection: when we fail, we fail for a reason. So, don't compound the failure by then also failing to learn the lessons that it reveals to us. While we don't recommend obsessing for days over where you went wrong, a bit of self reflection is very valuable - try to break down the whole sales process and identify at what stage it was things started to go wrong. Finding that initial turning point could show you what to change next time around.

  1. Work out what your prospects really want

Motivation is key here - identifying why the client really said no, and what the problem they really need solving is. This might not even be the reason they gave you originally - the real driver might be something that they don't want to reveal. But by asking them follow up questions about the kind of problems they need to solve in their business you can begin to unpick what it is that they really need. You may - or may not - be able provide a solution to that problem, but by asking and listening you're showing that you care about trying to help them.

  1. Don't make it personal

OK, so sometimes it might be your fault that the sale didn't happen - we all have bad days - but the key is to not take the rejection personally. Take responsibility for the failure, yes, and identify why it happened and try and ensure it doesn't happen again - but don't take it as a comment on your own personal qualities. This is fundamentally important - not just for your own self-esteem and confidence going forward - but also because it takes any sense of personal injury out of any future relationship you might have with the prospect. Rejection happens all the time in sales - but as with any kind of failure, the trick is to turn it in to an opportunity to learn and to make ourselves more resilient. In the tough world of selling, we're all going to get plenty of practice.