How Do You Handle Rejection?

Contract refusal or rejection with shocked Chinese businesman as main focus

Contract refusal or rejection with shocked Chinese businesman as main focus

I’m frequently asked the same question many times when speaking to or training salespeople, “How do you handle rejection”? They want to know how I (and others) keep from letting rejection interfere with our sales success and goals.

I’ve had people who would have otherwise made phenomenal salespeople have their career either derailed or curtailed by the fear of rejection. Some I’ve known have chosen not to pursue a career in selling for the same reason.

So, what’s the secret?

The secret is: there is no secret.

Everyone has the same feelings, it’s only what you choose to allow to bother you. The biggest problem many times is the fear of rejection is worse than the rejection itself. Someone who hesitates to go into sales for fear of rejection has let the fear stop them and not the rejection—they haven’t been rejected yet.

If you’re in sales long enough you will. It’s part of the gig. It comes with the territory.

As a professional you have to understand the prospect isn’t rejecting you—just what you have to offer. It really is just that simple. But, for some reason people think rejection is the biggest soul crusher in the world.

  • I would rather deal with rejection than be a police officer or firefighter and put my life on the line.
  • I would rather deal with rejection than be a nurse or doctor who has to tell a family their loved one passed away.
  • I would rather deal with rejection than be an attorney assigned to defend a client I know is guilty.
  • I would rather deal with rejection than be the CEO of a company who has to lay off hundreds or thousands of workers due to circumstances beyond my control.
  • I would rather deal with rejection than be a farmer whose livelihood is totally contingent on weather I can’t control.
  • I would rather deal with rejection than be a dentist who has to pull the teeth of a crying child.
  • I would rather deal with rejection than be a judge who has to pass sentence on the condemned.

Is that all we have to worry about? Rejection? Really? Someone say, “No, I don’t want what you are selling?

Is that the worst thing that can happen?

Not that bad, is it?