From the course: Field Sales Techniques That Win Customers

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Handle rejection gracefully

Handle rejection gracefully

From the course: Field Sales Techniques That Win Customers

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Handle rejection gracefully

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So when you are rejected -- -- and I like to say it that way because you will be rejected, and that just is what it is. The first thing that I think is critical when it comes to having the appropriate mindset and the proper mindset, if you are in field sales, is you have to stay resilient. Resilient, resilient, resilient, resilient. One of the ways that I found to do that is almost try to gamify rejection. I go for the “no”s and here's a quick example of what I mean by that. If a good sales rep was to have theoretically a 20% closing rate, for example, which means that if I went after ten deals, I'm only going to close two of them. There's eight “no”s that you're going to get into there. So one of the games that I do oftentimes is I say, how quickly can I get to those eight “no”s? Because I know that in order for me to get to those two “yes”es, I have to get through that pile of “no”s. But you have to remember that a “no” now is not a “no” forever. So because of that, there's always a…

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