That is the story of how I overcame the worry of rejection as a head to head lead generator — and an introvert.
Concern of rejection is a standard challenge that salespeople face. In spite of everything, all the gross sales course of relies on placing your self on the market and making the ask.
And, sadly, there may be at all times the opportunity of listening to “no.”
If I can distill it into one sentence, it’s this:
The worry of rejection may be overcome by selecting to vary your mindset and focusing in your objectives.
Associated: Overcoming Gross sales Rejection: How To Flip Failure Into Alternative Each Single Time 📚
Sure, you’re going to get rejected. Lots.
First, it’s vital to know that everybody experiences worry of rejection sooner or later. It’s a standard human emotion, and a pure response to placing your self in a weak place.
The secret’s to not let that worry cease you from doing what you want to do.
I’ll take a deeper dive into this in a minute, however simply to get you began, listed here are my private greatest practices for overcoming the worry of rejection:
Remind your self why you’re doing this
What are your objectives? What do you wish to obtain? Preserving your finish purpose in thoughts will show you how to to push via the worry and make the ask.
Don’t take it personally
Keep in mind that rejection in gross sales just isn’t about you as an individual. It’s concerning the services or products that you simply’re making an attempt to promote. (And typically not even that — it’s simply not the proper time for the prospect, or they don’t have the finances.)
Reframe your fascinated with rejection
As an alternative of seeing rejection in gross sales as a private failure, attempt to see it as merely a part of the method. Not everybody goes to need what you’re promoting, and that’s okay. The extra no’s you get, the nearer you’re to a sure.
Bear in mind, rejection just isn’t the top of the world
In case you get rejected, you may at all times mud your self off and check out once more. The one method to fail is to surrender altogether.
Dealing with rejection in itself is a ability. So don’t let worry of rejection stand in your method of success.
Introverts, your character is definitely a gross sales superpower 🦸♀️
There’s a standard false impression that introverts are at a drawback in terms of gross sales. In spite of everything, how can somebody who prefers Quiet Time be anticipated to thrive in one of the crucial high-energy environments possible? It appears counter-intuitive.
However the fact is, introverts even have some key benefits in gross sales.
Opposite to widespread perception, introverts can be glorious communicators and thrive in social conditions –we simply want extra time to organize and recharge after a dialog.
Since introverts usually pay attention extra rigorously than they communicate, we will shortly assess wants and construct relationships with purchasers that result in closed offers.
Nonetheless not offered? Listed below are my 7 methods for thriving in gross sales as an introvert.
7 suggestions for thriving in gross sales as an introvert
1. Be clear about your why
Wish to thrive in gross sales? Make it your purpose. In actual fact, don’t simply make it your purpose. Make it a Massive Furry Audacious Purpose (BHAG).
A BHAG is born, refined and crystallized from a burning want to realize a lofty private purpose which from the place you’re standing proper now appears out of attain.
You don’t have to defend, justify or clarify why it is very important you.
Within the pursuit of your BHAG, you step out of the acquainted and are keen to do what’s uncomfortable and scary to appreciate that which suggests so, a lot to you.
The reward is that you simply grow to be the one that now has the talents, expertise, data, connections and networks to deliver to tangible fruition what was as soon as an thought you dared to entertain and nurture.
My Massive Furry Audacious Purpose (BHAG) continues to be a piece in progress. It was the impetus to depart a safe job which was in my consolation zone.
After I was at my face-to-face lead era gig, I encountered a colleague from my earlier job the place I had standing and status as the top of a bigger analysis lab and he, a postgrad pupil.
The expression on his face was priceless, he sniggered and thought that I had fallen on exhausting instances, and was determined for any job together with being a lead generator. Lecturers don’t do this.
I reframed the state of affairs by reaffirming to myself, “Your opinion of me is none of my enterprise”.
It was not well worth the effort to elucidate my causes for selecting to tackle the lead generator function.
(That’s a narrative for an additional day. You may learn it right here: I Labored a Mall Kiosk for two Years. Right here’s All the things I Realized About Promoting. 📚)
2. Perceive your introverted character traits and the way they may help you in gross sales
Introverts are sometimes nice listeners, which may help us construct higher relationships with purchasers. We additionally are usually extra detail-oriented, which may help them assess wants and shut offers.
Introverts may have extra time to organize for conversations and recharge after social interactions, however that merely means we’re taking the time to pay attention and course of data extra rigorously. All of those traits may help introverts reach gross sales.
Bonus: Faucet into all your skills you’re blessed with
By that I imply channel your complementary traits — all of us have them. Complementary traits are these we don’t usually specific ie these which don’t come naturally however exist inside us.
You simply have to present your self permission to precise them and extra importantly give your self permission to shine.
By apply, I may flip the change and faucet into the aspects of me that aren’t usually expressed after I began my shift. These included being outgoing, energetic, partaking, and even having fun with the banter and firm of the prospect.
3. Genuinely imagine within the product/service you’re providing your prospect
As a face-to-face lead generator working for a house enchancment firm, I truthfully believed that the merchandise my firm have been providing would make life extra snug and higher for my prospects.
For instance:
- Putting in curler shutters would assist my prospect who’s a shift employee dwelling near a important street get uninterrupted sleep through the day due to the insulation and noise deadening options of curler shutters.
- Synthetic garden laid of their huge yard would give a time poor working couple extra time to themselves to unwind and chill out relatively than spend their treasured weekends mowing and sustaining a garden.
- A carport was an funding in defending my prospect’s automotive from hail injury.
I needed to be taught sufficient of the technical specs of the product to rebut the argument of why our merchandise have been costlier than Firm B’s. After I rattled off the in-comparison particulars, I may do it with integrity.
People are typically sincere and it doesn’t sit properly with our conscience to fib. You may’t faux sincerity.
The prospect will even choose up whether or not you’re real (or not) and make their determination of whether or not to proceed coping with you or stroll away.
4. Persistence is vital
Keep in mind that gross sales is a numbers sport – the extra nos you get, the nearer you’re to a sure.
Keep in mind that gross sales is a numbers sport – the extra nos you get, the nearer you’re to a sure.
Rejection is solely a part of the gross sales course of. Use every rejection as a chance to be taught and enhance your gross sales expertise.
I recall a narrative by Jack Canfield, co-author of Rooster Soup for the Soul. He and associate Mark Victor Hansen pitched their manuscript at e book gala’s and acquired over 100 rejections. The commonest response from publishing homes was that their manuscript didn’t have intercourse, medication and violence and due to this fact wouldn’t promote.
They have been persistent and didn’t hand over. Over 500 million copies have since been offered and the e book collection translated into 43 languages.
Keep in mind that rejection just isn’t private
Typically, once we get rejected, we take it personally. We internalize the failure to clinch the deal and make it about ourselves. The thoughts video games begin and we expect the prospect doesn’t like us or doesn’t assume we’re adequate.
Don’t flatter your self! More often than not, folks reject an thought or a proposal just because it’s not proper for them at that second. They could produce other priorities or they is probably not inquisitive about what you’re promoting.
Maintain this in thoughts the following time you get rejected and keep in mind that it’s not about you. It’s concerning the different particular person and their wants.
Associated: How To Get Over Rejection and Develop A Mindset For Extra Gross sales 📚
Put together for rejection upfront by rehearsing your pitch and anticipating objections
Rehearsing your pitch will show you how to to be extra assured and ready when talking to prospects, and anticipating objections will show you how to to be prepared with rebuttals.
One of the simplest ways to beat the worry of rejection is to be ready.
Rehearse your pitch upfront as a way to ship it confidently, and anticipate that you’ll obtain objections from purchasers.
By being prepared with rebuttals, you may present prospects that you simply’re educated about your services or products and that you simply’re prepared to handle their considerations.
Associated: 7 Good Gross sales Pitch Examples (And What Makes Them Work) 📚
Don’t dwell on failures
Failure is a part of life and it’s very true in gross sales. When one thing doesn’t work out the way in which we would like it to, our pure tendency is to dwell on it and let it deliver us down. However this solely serves to maintain us caught in our worry of rejection.
Don’t beat your self up over them. You’re utilizing up treasured power on a extremely unproductive psychological exercise.
Think about this as one among many studying alternatives.
5. Take outing for your self to recharge your power
Introverts want extra time to recharge after social interactions. That is good self-care!
Make sure that to take a while for your self after gross sales interactions. This may show you how to to recharge and be prepared on your subsequent gig.
Permit your self a while to chill out and unwind as a way to be at your greatest when talking with prospects.
I practised 2 rituals:
i) Instantly after I completed my shift, I might sit in my automotive for quarter-hour in silence earlier than heading residence. This quietened my thoughts, and allowed the adrenalin to subside. It was to get again my sense of equanimity and calm.
ii) After the day’s interactions, take a scorching bathe within the night. It’s a aware act of not solely washing off what you bodily choose up in your quick gross sales surroundings that is probably not wholesome, however metaphorically additionally eradicating the not so constructive vibes that typically include assembly folks and many others.
Plus, you’re extra prone to get a superb evening’s sleep after a scorching bathe.
6. Discover a mentor or coach who may help you keep motivated throughout powerful instances
As an alternative of listening to the radio earlier than work, pop on an audio e book of the most effective gross sales coaches within the enterprise. Your mentor doesn’t need to be within the flesh, as discovering a superb in-person mentor who can information you thru your gross sales profession is usually a hit and miss.
I might scour YouTube and discover clips of motivational audio system like Jim Rohn and Les Brown, hearken to their talks and take notes. Then put into apply what they taught.
Simon Sinek is one other nice speaker who focuses on the significance of the “WHY” of constructing a enterprise.
7. Use constructive self-talk to spice up your confidence and hold you going
The temptation is to at all times examine ourselves with others. It’s exhausting to not discover the place you’re on the chief board particularly on the Monday morning lead era group assembly.
Optimistic self-talk is a robust device that may show you how to overcome the worry of failure. Use constructive affirmations to remind your self of your strengths and why you’re profitable in your function. You may develop your self esteem. It simply takes apply.
If you catch your self considering adverse ideas, counter them with constructive ones. For instance, in case you’re considering “I’m not adequate,” remind your self that “I’m a talented lead generator and I can do that.”
Apply visualizing a constructive end result
Our minds are extra highly effective than we notice. In case you hold taking part in failure eventualities on excessive rotation in your head, you’re going to get precisely what you predominantly take into consideration.
I might set my intention that I used to be going to have a superb day on the “workplace.” I set an expectation I might generate my two certified leads in my 4 hour shift.
I might additionally visualize that I solely encountered good folks. This isn’t woo, woo stuff.
Neuroscientists speak concerning the Reticular Activating System (RAS) in your mind which is accountable for filtering out alerts that aren’t vital to you based mostly in your priorities.
In impact it alerts you to what’s vital to you which of them in my case was having “probability” encounters with good people who find themselves additionally certified prospects. I discovered to be particular with what I wished to have occur throughout my shift.
Conclusion
Growing resilience in gross sales is important for fulfillment. Gross sales may be powerful, particularly in case you’re an introvert. Nonetheless, by having an enormous “why,” utilizing constructive self-talk, visualizing a constructive end result, and discovering a mentor, you may improve your resilience and overcome the worry of rejection.
Go forth and succeed, my fellow introverts!
