If you are a small business owner then selling is part of what you have to do. Problem is, many of us don’t like selling so we avoid it and just get by on what we can pick up from referrals and people who find us and call us first. That works to some degree but it won’t help you grow and it certainly won’t do you any good when times get tough.
So learning to sell is a must-do proposition. The number one reason people avoid it is because they dislike the rejection and sense of failure that comes when you try and don’t make a sale which is going to happen. No one closes 100%.
Therefore, one of the most important things you can learn to do is put sales rejection and fear of failure in its proper place so it won’t stand in the way of you growing your business and succeeding in spite of the rejection. Here are six tips to help you do exactly that.
The going price for any worthwhile win is 10 setbacks. If you can handle that failure rate, you have what it takes to succeed.
If you’re in the entrepreneurship game you better get used to hearing the word “no.” If starting a business was easy, everyone would want in. (Too many already do! ) Rejection helps knock out the weak. In my case, those early rejections forced me to really listen to my potential customers and find out what I needed to do to change “no, thanks” to “where do I sign?”
You can’t escape rejection, I learned. But you can let it go. Here are some exercises that paid big dividends for me:
- Dissect thoughts under the microscope. When faced with a challenge, what do you tell yourself? “I’m no good . . . this is too hard . . . I’ll never make it . . .?” Don’t let negative self-talk sabotage your attitude.
- Identify realistic fears. Whom do you fear? What might go wrong? Who has the power to reject you? Why would that person say no? The answers will help you prepare your best offer, and facing them will help you keep your composure.
- Focus on the moment. Keep your perspective. Rejection lasts only a moment, and once it’s over, you’ll be able to move on to the next opportunity.
- Be more assertive. Most fears of rejection rest on the desire for approval from other people. Don’t base your self-esteem on their opinions. Learn to express your own needs (appropriately), and say no to requests when you genuinely can’t help.
- Analyze every failure, but never wallow in one. Harry Truman once said, “As soon as I realize I’ve made one damned fool mistake, I rush out and make another one.” Failure is a condition all of us experience. It’s our reaction to our failures that distinguishes winners from losers.
- Don’t rationalize away the hurt. Don’t let your worth be defined by others. Get back in the game. It’s not a permanent condition; it’s a short-term setback.