What’s your reaction when a prospect or client says “no”?
Years ago I had the incredible opportunity to pay my way through college by working for a telemarketing firm. During my initial training I listened in as other eager college students tried to make successful telemarketing calls and noticed a pattern. Those who were making the sale didn’t let rejection affect them while those who were not making the sale were affected. What I didn’t understand then was how the successful students were preventing rejection from getting to them?
After 13 years of being a financial adviser and seven years of coaching financial advisers, I know what you need to know about hearing the word “no.” Here are five strategies for understanding the art of rejection perception:
Your Belief Will Affect Your Outcome
Your belief about rejection will affect your outcome because it will dictate the type of actions you are willing to take to avoid or accept rejection. If you have a strong negative belief system regarding rejection, it is time to challenge that belief system to conquer your fear.
Objections Are Natural
Understand that objections are merely a natural part of the selling process and view rejection as a natural reaction to a prospect’s perception of the value of your products and service. Inquire about their problems, inform them your solutions and then set an appointment so you can help them.
Prospects Are Not Rejecting You Personally
It’s not about you! Keep in mind that often, prospects’ perceptions of the value your products or services can add to their lives are completely false, because they have not taken the time to understand what your products and services have to offer.
Conviction Is Correlated to Resilience
There is a direct correlation between your level of confidence regarding your products, services and yourself and your level of resilience to rejection. How can you be affected by rejection when you know that your products and services can help prospects with their financial challenges? It is almost impossible to feel the sting of rejection if you know that the prospect just does not understand how much you can help them.
You Determine Who Is Rejected
The law of averages dictates that there are too many qualified prospects to talk to, thus, you must simply reject those who are not interested in your products and services. When you become the person who is rejecting instead of the one being rejected, hearing “no” has much less of an impact.
It all comes down to how you view rejection. These five strategies are meant to help you view what rejection really is and to help you realize you are in control of whether it affects you or not.
For a resource on how to manage rejection, e-mail me at firstname.lastname@example.org for my white paper, The 25 Most Effective Ways to Conquer Rejection.
Daniel C. Finley
Advisor Solutions Inc.
St. Paul, Minn.