The time has come. You’re staring at your office phone knowing what you have to do. You start thinking of any and all of the “more important” things you should do first: maybe you should clean out your inbox or you haven’t organized your top drawer in who knows how long. What you should really be doing is making prospective sales calls. But it’s hard. It’s scary. You’re afraid of rejection. Here are 6 tips to overcome the fear of sales rejection.
- Be prepared. Cold calling a customer can be scary, but it can be even scarier to freeze up on the phone and not know what to say. Avoid this by preparing your materials ahead of time. Gather up offers and really know what you’re selling. This will give you confidence that you know your stuff.
- Have goals. This goes for long and short term sales goals. Think about why you want to reach these goals and use that motivation to pick up the phone. If you’re working towards something bigger, you’ll stay more focused on the task.
- It’s not you, it’s me. In most situations, this is actually the case. Maybe you caught the customer on their busiest day of the week, or the person you called doesn’t have the authority to make decisions. Whatever the real reason, don’t take rejection personally. Many people will say no, but you’re working towards that one yes.
- Plan. Dedicate a specific time every day to make sales calls. Once you get into a routine, it won’t be so scary and daunting. You know that right before lunch you make a few calls, or at 3pm every day. This will put sales calls onto your calendar and force you to practice and become more comfortable.
- No doesn’t mean never. Just because you get a rejection now, doesn’t mean that person will never be a customer. Try to find out why they’re really saying no, and remember that for next time. Try to have a conversation and keep your notes. This will help build a relationship the next time you call.
- What’s the worst that can happen? Think about it. The worst that happen is they’ll say no. That’s it. You’re not getting fired, you’re still breathing, and the world is still turning. All you have to do is call up the next one on your list. It’s that simple.
It can be really hard to overcome the fear of rejection. But remember, you’re going to be rejected. That’s inevitable. The real success is brushing it off and moving forward. If you don’t ask, no one will ever say yes.
How do you deal with rejection?