The other day I was asked how I handle rejection in business. I responded that I don’t see it as a rejection but rather objections that need to be managed (spoken like a true salesman, I know).
The person on the other end of the table is not rejecting us, they simply aren’t convinced that our product/solution will solve their pain. In which case it’s our job to raise their confidence level.
In many cases the prospective customer doesn’t believe enough in themselves to make the investment. They are allowing doubts, valid or not, to stand in the way of their forward progress.
And thus it’s our job to get them out of their own way and lead them to a place where they can make a commitment toward growth. We are merely conduits.
Let’s be honest, the objections are usually the same regardless of what we sell - too expensive, not the right time, need to think about it more, don’t have the power to sign-off, want to see what other options are out there… Note: They’re buying time for some existential reason, most likely not rooted in sound logic - assuming your product/solution can truly solve their pain and was presented clearly.
Maybe we should change our language from - sales call to Objection Handling Call. That would set the tone for what both sides need to accomplish on the call.
There’s no time to worry about rejection and even less time to feel rejected. The prospective customer needs us to stay the course and power through objections for their benefit, whether they realize it or not.
Poll Results: The results are in from last week’s survey:
76% of voters said they are “People Person’s”
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Tim Martinez
“The Inside Man”
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I will benefit greatly from this perspective. Objection vs Rejection, such a small shift in thinking can be wildly effective in how you conduct your conversation from the jump. Thank you for that.