I’m often asked how I dealt with rejection when I started out.

Well, to be honest it was very different to how I do now, but I’ve developed my technique to one that works for me pretty well.

So, my process involves five simple steps:

1. What is the rejection?

2. What is the rejection related to?

3. Research

4. How to overcome the rejection in future

5. Prepare for next time

 

Let me take you through it…
 


 

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1. What is the rejection?

 

Whenever I encounter rejection (be that sales calls, business plans, strategy proposals, etc), it’s important that I understand what the rejection is.

All to often we’re rejected and just move on, without understanding the full reasons for the rejection and why.

‘They just said they weren’t interested because its not the right time’… what does this mean?… it tells you nothing.

We need to get to the detail and fully understand why we’re being rejected.

Why isn’t it the right time… What are the reasons for the time not being right… When is the right time… you get the idea.

Without fully understanding the rejection in great detail, how can we ensure we remove the opportunity for this type of rejection in the future.

 

2. What is the rejection related?

 

So we know the details of the objection, but what is it related to?

What I mean by that is, is it related to my offer, to me, to the customer, or to timing.

We need to consider each of these separately, and honestly determine the impact of each on the rejection.

 

3. Research

 

Here’s we look at the reasons for the objection and what the rejection is related to… information we’ve found in steps 1 and 2.

If the rejection is related to the offer, you need to research what’s wrong with your offer.

Are there better offers out there?… Is your offer competitive compared to others… What can make your offer better

If the rejection is down to you, why?

Are you lacking a particular skill?… is it down to experience?… is it because you don’t have a relationship with the decision maker?

When it comes to the customer, there’s plenty you need to look at.

Are you contacting the right customers, do they need your product?… Are you speaking to the right decision maker?… Are they big enough to afford your proposal?

In terms of timing you simply need to know when timing is right, and what are the impacts relating to this.

 

4. How to overcome the rejection in future

 

You have your research and should now be in a position where you can develop a plan or process, for avoiding the given rejection again.

By considering the rejection, what it was related to and the research you have completed, you’ll be in a position to avoid future objections.

For example, if the rejection was down to timing, you will know why the timing was incorrect, and also the ideal timing for this kind of customer… therefore you’ll set yourself a reminder, and be ready to shoot.

If you’ve determined that the rejection was down to the decision maker thinking you weren’t skilled enough, then you should have researched methods to improve your skills… maybe through taking a course or requesting extra training at work.

 

5. Prepare for next time

 

Now you have your methods of avoiding or handling the rejection in future, you now need to plan or rehearse what you need to do.

Planning means that you avoid the rejection by simply making the right decision before the decision maker has the chance to reject you… you’ve simply changed your approach so the rejection is no longer relevant.

Rehearsing is when you know the decision maker will use the rejection again, and you know the rejection is no longer valid.

Here you will have a well rehearsed script of why the rejection isn’t valid, and how you can benefit the ultimate decision maker with your proposal.

Ultimately, you’ll be ready to handle the objection.

 

Whenever you get objection, consider this process and improve you results.

This won’t eradicate rejection 100%, but it will certainly improve your rejection rates.

And remember… every rejection is taking you one rejection closer to a yes!

 

If you have a question you’d like me to answer send me message on Twitter @damianwfoster or through our Facebook Page

 

 

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One thought on “Deal with rejection – Expert level!
on 24th August, 2015 by Damian Foster”

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