Profession of Sales demands perseverance and a resilient mindset on the part of a Sales professional when they approach customers in the field. In the profession of Sales, the Sales Person gets an opportunity to interact and offer her/his services to a large number of customers and not all of them buy or favourably not respond to what she/he has to offer.

In the process of selling, the sales professional encounters a variety of behavioural responses i.e. polite no or a rude no from customer which shakes her /his confidence.

 

During this phase the Sales professionals need to shift their mindset by reframing rejection as a normal part of the sales process rather than a personal failure, and they need to focus on the opportunity to learn and enhance their skill sets.

Some common reasons for fear include:

·       Taking rejection personally

·       By linking self-worth to the outcome of a sale

·       Lack of preparation or confidence

·       Dwelling too long on lost sales opportunities 



Mindset and Reframing

Sales Professionals should not take rejection personally and need to understand that a “no” is often about the prospects specific situation or needs, not a reflection of Sales Professionals worth.

Reframe rejection by viewing rejection as a normal and even necessary part of the sales cycle that brings a sales professional to the next “yes” and provides opportunity to enhance their skills

Sales Professionals need to believe in the product which they are providing, it is easier to see the “no” as a temporary obstacle rather than a personal failure.

Sales Professionals need to use every “no” they encounter in the sales field as a chance to learn what works and what doesn’t, facilitating Sales Professionals to refine their approach for the future.

Ways Sales Professionals can build confidence and resilience in the sales field

± Celebrate small wins

± Practice and prepare

± Focus in the next sales opportunity

± Seek support by talking to the mentor or team about the experiences to gain perspective and identify enhanced opportunities

Practical ways to overcome fear or rejection

·       To detach emotion from the outcome

·       To focus on what can be controlled

·       Reframe “No” as “Not Now”

·       Always learn from every interaction

·       Build Mental Resilience

·       Keep your pipeline full

·       Always seek support and coaching