When getting into a sales career, dealing with rejection is definitely something that should be expected. Being rejected or ‘brushed off’ has honestly become part of my everyday life since starting in my role as Solution Sales Specialist with StaffStat! Everyone in the industry will experience rejection in one way or another, whether it be through email, over the phone or in person, but how you handle it and deal with it is what will set you apart from other salespeople. Something that I’ve come to realize is that the rejections that we usually face are a way for people to brush us off, thinking that we’re just another sleazy salesperson. It usually has nothing to do with what we’re actually selling.
Whenever we’re able to, the sales team likes to set some time aside to brainstorm and discuss a few of the rejections that we’ve recently encountered. Putting our heads together allows our ideas to grow and snowball off of each other, and it also ensures that we are all on the same page when it comes to rejection handling with our prospects. That way we’re constantly learning from each other and considering new approaches that we might not have thought about before.
For my next couple of blogs, I’ve decided to do a series on rejection handling where I’ll share the rejection that we discussed as well as the ideas that were brought forward during the brainstorming session. If you have any feedback or advice to share on how you deal with similar rejections, please leave it in the comments!
Rejection: “We’re happy with our current system/process. Thanks anyways.”
First things first, praise them. Obviously they’re doing something right if they don’t need to consider what you’re offering, right? By congratulating them on their success before continuing on, the call will feel less ‘salesy’ and more like a conversation. It will also help lighten the discussion and pave the way for the next step.
Step number two involves asking them about their current process. When you ask the question, “Can you tell me about your current process?”, you’re looking for them to tell you something that you can use later on to continue attempting to sell whatever it is that you have to offer. Keep a pen and paper handy for this part of your conversation; think of this as the ‘information gathering’ stage. At this point you’re likely going to learn whether or not they are using another product/service that’s similar to yours as well (If you’re lucky, you might even learn that they are using a product/service that one of your current customers used prior to switching to yours!). If they are, you now know that you’ll have to come up with a way to convince them that you have more to offer without coming across too strong or speaking negatively about the competition.
Lastly, remind them why you’re calling by referring back to their pain point. If you’re absolutely certain that they would benefit by purchasing your product/service, then you should be aware of the pain point that they’re dealing with prior to getting to this point. If not, did they happen to share a pain point that they’re dealing with during step number two? Would your product/service help with their pain point? This is where you sell yourself. This is where you make them change their mind and leave them wanting to learn more. Take all of the information that you’ve learned throughout the call and use it to your advantage!