That is the story of how I overcame the worry of rejection as a nose to nose lead generator — and an introvert.
Worry of rejection is a typical problem that salespeople face. In spite of everything, the complete gross sales course of relies on placing your self on the market and making the ask.
And, sadly, there’s all the time the opportunity of listening to “no.”
If I can distill it into one sentence, it’s this:
The worry of rejection might be overcome by selecting to vary your mindset and focusing in your objectives.
Associated: Overcoming Gross sales Rejection: How To Flip Failure Into Alternative Each Single Time 📚
Sure, you’re going to get rejected. Lots.
First, it’s essential to grasp that everybody experiences worry of rejection sooner or later. It’s a standard human emotion, and a pure response to placing your self in a susceptible place.
The secret is to not let that worry cease you from doing what you should do.
I’ll take a deeper dive into this in a minute, however simply to get you began, listed below are my private greatest practices for overcoming the worry of rejection:
Remind your self why you’re doing this
What are your objectives? What do you wish to obtain? Holding your finish purpose in thoughts will enable you to to push by way of the worry and make the ask.
Don’t take it personally
Do not forget that rejection in gross sales will not be about you as an individual. It’s in regards to the services or products that you just’re making an attempt to promote. (And typically not even that — it’s simply not the best time for the prospect, or they don’t have the price range.)
Reframe your interested by rejection
As an alternative of seeing rejection in gross sales as a private failure, attempt to see it as merely a part of the method. Not everybody goes to need what you’re promoting, and that’s okay. The extra no’s you get, the nearer you might be to a sure.
Keep in mind, rejection will not be the tip of the world
When you get rejected, you may all the time mud your self off and check out once more. The one solution to fail is to surrender altogether.
Dealing with rejection in itself is a talent. So don’t let worry of rejection stand in your means of success.
Introverts, your persona is definitely a gross sales superpower 🦸♀️
There’s a typical false impression that introverts are at a drawback with regards to gross sales. In spite of everything, how can somebody who prefers Quiet Time be anticipated to thrive in one of the vital high-energy environments possible? It appears counter-intuitive.
However the fact is, introverts even have some key benefits in gross sales.
Opposite to well-liked perception, introverts can be wonderful communicators and thrive in social conditions –we simply want extra time to arrange and recharge after a dialog.
Since introverts typically hear extra rigorously than they communicate, we will shortly assess wants and construct relationships with shoppers that result in closed offers.
Nonetheless not offered? Listed below are my 7 tips for thriving in gross sales as an introvert.
7 ideas for thriving in gross sales as an introvert
1. Be clear about your why
Wish to thrive in gross sales? Make it your purpose. In reality, don’t simply make it your purpose. Make it a Large Furry Audacious Aim (BHAG).
A BHAG is born, refined and crystallized from a burning want to attain a lofty private purpose which from the place you’re standing proper now appears out of attain.
You don’t have to defend, justify or clarify why it is very important you.
Within the pursuit of your BHAG, you step out of the acquainted and are prepared to do what’s uncomfortable and scary to comprehend that which suggests so, a lot to you.
The reward is that you just turn out to be the one that now has the abilities, expertise, information, connections and networks to deliver to tangible fruition what was as soon as an thought you dared to entertain and nurture.
My Large Furry Audacious Aim (BHAG) remains to be a piece in progress. It was the impetus to go away a safe job which was in my consolation zone.
After I was at my face-to-face lead era gig, I encountered a colleague from my earlier job the place I had standing and status as the top of a bigger analysis lab and he, a postgrad scholar.
The expression on his face was priceless, he sniggered and thought that I had fallen on arduous occasions, and was determined for any job together with being a lead generator. Teachers don’t try this.
I reframed the scenario by reaffirming to myself, “Your opinion of me is none of my enterprise”.
It was not well worth the effort to elucidate my causes for selecting to tackle the lead generator function.
(That’s a narrative for an additional day. You may learn it right here: I Labored a Mall Kiosk for two Years. Right here’s All the things I Realized About Promoting. 📚)
2. Perceive your introverted persona traits and the way they may help you in gross sales
Introverts are sometimes nice listeners, which may help us construct higher relationships with shoppers. We additionally are usually extra detail-oriented, which may help them assess wants and shut offers.
Introverts might have extra time to arrange for conversations and recharge after social interactions, however that merely means we’re taking the time to hear and course of info extra rigorously. All of those traits may help introverts achieve gross sales.
Bonus: Faucet into all your skills you might be blessed with
By that I imply channel your complementary traits — all of us have them. Complementary traits are these we don’t usually specific ie these which don’t come naturally however exist inside us.
You simply have to offer your self permission to precise them and extra importantly give your self permission to shine.
By means of follow, I might flip the swap and faucet into the aspects of me that aren’t usually expressed after I began my shift. These included being outgoing, energetic, participating, and even having fun with the banter and firm of the prospect.
3. Genuinely imagine within the product/service you might be providing your prospect
As a face-to-face lead generator working for a house enchancment firm, I truthfully believed that the merchandise my firm had been providing would make life extra comfy and higher for my prospects.
For instance:
- Putting in curler shutters would assist my prospect who’s a shift employee dwelling near a fundamental highway get uninterrupted sleep throughout the day due to the insulation and noise deadening options of curler shutters.
- Synthetic garden laid of their huge yard would give a time poor working couple extra time to themselves to unwind and chill out somewhat than spend their valuable weekends mowing and sustaining a garden.
- A carport was an funding in defending my prospect’s automotive from hail harm.
I needed to study sufficient of the technical specs of the product to rebut the argument of why our merchandise had been costlier than Firm B’s. After I rattled off the in-comparison particulars, I might do it with integrity.
People are typically sincere and it doesn’t sit properly with our conscience to fib. You may’t faux sincerity.
The prospect may even decide up whether or not you might be real (or not) and make their determination of whether or not to proceed coping with you or stroll away.
4. Persistence is essential
Do not forget that gross sales is a numbers recreation – the extra nos you get, the nearer you might be to a sure.
Do not forget that gross sales is a numbers recreation – the extra nos you get, the nearer you might be to a sure.
Rejection is just a part of the gross sales course of. Use every rejection as a chance to study and enhance your gross sales abilities.
I recall a narrative by Jack Canfield, co-author of Hen Soup for the Soul. He and associate Mark Victor Hansen pitched their manuscript at ebook gala’s and received over 100 rejections. The most typical response from publishing homes was that their manuscript didn’t have intercourse, medicine and violence and subsequently wouldn’t promote.
They had been persistent and didn’t hand over. Over 500 million copies have since been offered and the ebook collection translated into 43 languages.
Do not forget that rejection will not be private
Usually, once we get rejected, we take it personally. We internalize the failure to clinch the deal and make it about ourselves. The thoughts video games begin and we predict the prospect doesn’t like us or doesn’t suppose we’re ok.
Don’t flatter your self! More often than not, individuals reject an thought or a proposal just because it’s not proper for them at that second. They could produce other priorities or they is probably not interested by what you’re promoting.
Maintain this in thoughts the following time you get rejected and do not forget that it’s not about you. It’s in regards to the different particular person and their wants.
Associated: How To Get Over Rejection and Develop A Mindset For Extra Gross sales 📚
Put together for rejection upfront by rehearsing your pitch and anticipating objections
Rehearsing your pitch will enable you to to be extra assured and ready when chatting with prospects, and anticipating objections will enable you to to be prepared with rebuttals.
The easiest way to beat the worry of rejection is to be ready.
Rehearse your pitch upfront so to ship it confidently, and count on that you’ll obtain objections from shoppers.
By being prepared with rebuttals, you may present prospects that you just’re educated about your services or products and that you just’re prepared to deal with their considerations.
Associated: 7 Good Gross sales Pitch Examples (And What Makes Them Work) 📚
Don’t dwell on failures
Failure is a part of life and it’s very true in gross sales. When one thing doesn’t work out the way in which we would like it to, our pure tendency is to dwell on it and let it deliver us down. However this solely serves to maintain us caught in our worry of rejection.
Don’t beat your self up over them. You might be utilizing up valuable power on a extremely unproductive psychological exercise.
Contemplate this as considered one of many studying alternatives.
5. Take day out for your self to recharge your power
Introverts want extra time to recharge after social interactions. That is sensible self-care!
Be sure to take a while for your self after gross sales interactions. This may enable you to to recharge and be prepared to your subsequent gig.
Enable your self a while to chill out and unwind so to be at your greatest when talking with prospects.
I practised 2 rituals:
i) Instantly after I completed my shift, I might sit in my automotive for quarter-hour in silence earlier than heading residence. This quietened my thoughts, and allowed the adrenalin to subside. It was to get again my sense of equanimity and calm.
ii) After the day’s interactions, take a sizzling bathe within the night. It’s a acutely aware act of not solely washing off what you bodily decide up in your instant gross sales setting that is probably not wholesome, however metaphorically additionally eradicating the not so optimistic vibes that typically include assembly individuals and many others.
Plus, you’re extra prone to get a very good evening’s sleep after a sizzling bathe.
6. Discover a mentor or coach who may help you keep motivated throughout powerful occasions
As an alternative of listening to the radio earlier than work, pop on an audio ebook of the perfect gross sales coaches within the enterprise. Your mentor doesn’t must be within the flesh, as discovering a very good in-person mentor who can information you thru your gross sales profession could be a hit and miss.
I might scour YouTube and discover clips of motivational audio system like Jim Rohn and Les Brown, take heed to their talks and take notes. Then put into follow what they taught.
Simon Sinek is one other nice speaker who focuses on the significance of the “WHY” of constructing a enterprise.
7. Use optimistic self-talk to spice up your confidence and preserve you going
The temptation is to all the time examine ourselves with others. It’s arduous to not discover the place you might be on the chief board particularly on the Monday morning lead era crew assembly.
Constructive self-talk is a strong instrument that may enable you to overcome the worry of failure. Use optimistic affirmations to remind your self of your strengths and why you’re profitable in your function. You may develop your self-worth. It simply takes follow.
While you catch your self considering adverse ideas, counter them with optimistic ones. For instance, should you’re considering “I’m not ok,” remind your self that “I’m a talented lead generator and I can do that.”
Apply visualizing a optimistic consequence
Our minds are extra highly effective than we understand. When you preserve taking part in failure eventualities on excessive rotation in your head, you’ll get precisely what you predominantly take into consideration.
I might set my intention that I used to be going to have a very good day on the “workplace.” I set an expectation I might generate my two certified leads in my 4 hour shift.
I might additionally visualize that I solely encountered good individuals. This isn’t woo, woo stuff.
Neuroscientists speak in regards to the Reticular Activating System (RAS) in your mind which is chargeable for filtering out alerts that aren’t essential to you based mostly in your priorities.
In impact it alerts you to what’s essential to you which of them in my case was having “probability” encounters with good people who find themselves additionally certified prospects. I realized to be particular with what I wished to have occur throughout my shift.
Conclusion
Growing resilience in gross sales is important for fulfillment. Gross sales might be powerful, particularly should you’re an introvert. Nevertheless, by having an enormous “why,” utilizing optimistic self-talk, visualizing a optimistic consequence, and discovering a mentor, you may enhance your resilience and overcome the worry of rejection.
Go forth and succeed, my fellow introverts!
