What drives more coaches, consultants and professionals out of their business than any other single factor?
I am here to make a case for the Big R – Rejection!
How many times have I heard a prospect or client say:
- I love what I do but I hate having the sales conversation.
- I wake up all energized – and then I think about the follow-up calls.
- I just know when I call him he’ll want a discount or try to chisel my fees down.
- When I quote my fee, I am terrified of getting that deer-in-the-headlights look.
- When I talk to the prospect tomorrow, I don’t know what I’ll do if they don’t say ‘yes.’ I need to make my mortgage payment.
- They say they need to think it over, and then they never call back or answer my calls.
- I’m zero for ten in closing my sales conversations so far this month. I don’t think I can take another ‘no’.
What do all these statements have in common? They are all different faces or flavors of rejection.
The Bad News About Rejection
First, the bad news. It’s hard to be a coach, consultant or independent professional without facing this bear head on. Failure to find a skill set or workaround gives you very few options for keeping your business going.
Of course, you can always hire or contract someone else to sell for you. But this course of action comes with an important warning.
Please make sure they don’t share your fear of rejection and /or dislike of sales. Think this is unlikely?
I know from decades of experience that a huge percentage of sales professionals get just as freaked by rejection – and all the things that lead to it – as you do.
How do you find out if they’re as good as they say they are? Get them to make prospecting calls or follow-up calls in front of you. See if they are any better at it than you are. A probationary period is definitely in order for this.
If you are unwilling or unable to hire out the selling functions (prospecting, follow up, and closing), what choice do you really have? Sit there and stare at the phone? Feel ill each time you need to send an email to a prospect, trying to inch them closer to a ‘yes?’ Let yourself be paralyzed by the fear of taking the next step, because the prospect will yell at you for interrupting them? Watch helplessly as your business slides down the disposal?
The Good News About Rejection
Regardless of how you may feel, there’s always good news. And the good news here is that it is possible to change your inner game and comfortably own the selling functions.
Start with these strategies. Give them a try – they’ve helped thousands of clients begin to chart a path out of the jungle.
- Get out of your own head. A lot of drama lives there. It may not reflect reality.
- Figure out that a ‘no’ is rarely about you.
- Embrace a ‘So What’ attitude. If a prospect yells or hangs up, “So What?” It’s their loss.
- Give up all the terrible visions you have prior to making contact. You know the ones I mean: he’s really busy, she’s got a lot going on. He’s going to call me tomorrow, she’s an important executive. I’m going to annoy him. She’s going to hate me.
- Try this vision instead. The person you are about to call woke up at 3:00 and couldn’t get back to sleep. What kept them up? The problem you can solve. If you’re a religious person, you can even envision that they may have prayed about it. Your call could be the answer to the prospects deepest wishes or even their prayers. This one really works for me personally.
Give these strategies a try. Now. Before you’re driven out of business by the Big R.
Take Action – Make This Your Own
- Pick one of the strategies from above and try it this week.
- Think about what triggers the feeling of rejection in you?
- Consider: how have you overcome rejection in your professional life?
- Share your insights in the comments below.
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Share a comment – what’s the most effective strategy you’ve found for dealing with rejection?