That is the story of how I overcame the worry of rejection as a head to head lead generator — and an introvert.
Worry of rejection is a typical difficulty that salespeople face. In any case, all the 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 may be overcome by selecting to vary your mindset and focusing in your targets.
Associated: Overcoming Gross sales Rejection: How To Flip Failure Into Alternative Each Single Time 📚
Sure, you’re going to get rejected. Rather a lot.
First, it’s necessary to know that everybody experiences worry of rejection sooner or later. It’s a traditional human emotion, and a pure response to placing your self in a weak place.
The bottom line is to not let that worry cease you from doing what it’s worthwhile to do.
I’ll take a deeper dive into this in a minute, however simply to get you began, listed here are my private finest practices for overcoming the worry of rejection:
Remind your self why you’re doing this
What are your targets? What do you wish to obtain? Retaining your finish aim in thoughts will make it easier to to push by means of the worry and make the ask.
Don’t take it personally
Do not forget that rejection in gross sales shouldn’t be about you as an individual. It’s in regards to the services or products that you just’re attempting to promote. (And typically not even that — it’s simply not the correct time for the prospect, or they don’t have the price range.)
Reframe your desirous about 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’re to a sure.
Keep in mind, rejection shouldn’t be the tip of the world
For those who get rejected, you possibly can all the time mud your self off and take a look at once more. The one technique to fail is to surrender altogether.
Dealing with rejection in itself is a ability. So don’t let worry of rejection stand in your means of success.
Introverts, your character is definitely a gross sales superpower 🦸♀️
There’s a typical false impression that introverts are at a drawback in terms of gross sales. In any case, how can somebody who prefers Quiet Time be anticipated to thrive in one of the high-energy environments conceivable? It appears counter-intuitive.
However the fact is, introverts even have some key benefits in gross sales.
Opposite to in style perception, introverts can be wonderful communicators and thrive in social conditions –we simply want extra time to organize and recharge after a dialog.
Since introverts usually pay attention extra rigorously than they communicate, we will rapidly assess wants and construct relationships with purchasers that result in closed offers.
Nonetheless not bought? Listed here are my 7 methods for thriving in gross sales as an introvert.
7 ideas for thriving in gross sales as an introvert
1. Be clear about your why
Need to thrive in gross sales? Make it your aim. Actually, don’t simply make it your aim. Make it a Huge Bushy Audacious Aim (BHAG).
A BHAG is born, refined and crystallized from a burning want to realize a lofty private aim which from the place you’re standing proper now appears out of attain.
You don’t have to defend, justify or clarify why you will need to 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 implies so, a lot to you.
The reward is that you just turn out to be the one that now has the abilities, expertise, data, connections and networks to convey to tangible fruition what was as soon as an thought you dared to entertain and nurture.
My Huge Bushy Audacious Aim (BHAG) remains to be a piece in progress. It was the impetus to depart 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 pupil.
The expression on his face was priceless, he sniggered and thought that I had fallen on exhausting occasions, and was determined for any job together with being a lead generator. Lecturers don’t do this.
I reframed the state of affairs by reaffirming to myself, “Your opinion of me is none of my enterprise”.
It was not well worth the effort to clarify my causes for selecting to tackle the lead generator position.
(That’s a narrative for one more day. You’ll be able to learn it right here: I Labored a Mall Kiosk for two Years. Right here’s Every part I Realized About Promoting. 📚)
2. Perceive your introverted character traits and the way they may help you in gross sales
Introverts are sometimes nice listeners, which may help us construct higher relationships with purchasers. We additionally are usually extra detail-oriented, which may help them assess wants and shut offers.
Introverts may have extra time to organize for conversations and recharge after social interactions, however that merely means we’re taking the time to pay attention and course of info extra rigorously. All of those traits may help introverts reach gross sales.
Bonus: Faucet into all your skills you’re blessed with
By that I imply channel your complementary traits — all of us have them. Complementary traits are these we don’t usually categorical ie these which don’t come naturally however exist inside us.
You simply have to provide your self permission to precise them and extra importantly give your self permission to shine.
By way of follow, I might flip the swap and faucet into the aspects of me that aren’t usually expressed once I began my shift. These included being outgoing, full of life, participating, and even having fun with the banter and firm of the prospect.
3. Genuinely imagine within the product/service you’re 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 residing near a foremost street get uninterrupted sleep in the course of the day due to the insulation and noise deadening options of curler shutters.
- Synthetic garden laid of their massive yard would give a time poor working couple extra time to themselves to unwind and loosen up somewhat than spend their treasured weekends mowing and sustaining a garden.
- A carport was an funding in defending my prospect’s automobile 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 dearer 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 effectively with our conscience to fib. You’ll be able to’t pretend sincerity.
The prospect will even choose up whether or not you’re real (or not) and make their choice of whether or not to proceed coping with you or stroll away.
4. Persistence is vital
Do not forget that gross sales is a numbers recreation – the extra nos you get, the nearer you’re to a sure.
Do not forget that gross sales is a numbers recreation – the extra nos you get, the nearer you’re 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 expertise.
I recall a narrative by Jack Canfield, co-author of Rooster Soup for the Soul. He and companion Mark Victor Hansen pitched their manuscript at ebook gala’s and acquired over 100 rejections. The commonest response from publishing homes was that their manuscript didn’t have intercourse, medicine and violence and due to this fact wouldn’t promote.
They had been persistent and didn’t hand over. Over 500 million copies have since been bought and the ebook collection translated into 43 languages.
Do not forget that rejection shouldn’t be private
Usually, after 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 might produce other priorities or they will not be fascinated about what you’re promoting.
Preserve this in thoughts the subsequent time you get rejected and keep in mind that it’s not about you. It’s in regards to the different individual and their wants.
Associated: How To Get Over Rejection and Develop A Mindset For Extra Gross sales 📚
Put together for rejection prematurely by rehearsing your pitch and anticipating objections
Rehearsing your pitch will make it easier to to be extra assured and ready when talking to prospects, and anticipating objections will make it easier to to be prepared with rebuttals.
One of the simplest ways to beat the worry of rejection is to be ready.
Rehearse your pitch prematurely to be able to ship it confidently, and count on that you’ll obtain objections from purchasers.
By being prepared with rebuttals, you possibly can present prospects that you just’re educated about your services or products and that you just’re prepared to handle their issues.
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 best way we would like it to, our pure tendency is to dwell on it and let it convey 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 treasured vitality on a extremely unproductive psychological exercise.
Contemplate this as one in all many studying alternatives.
5. Take outing for your self to recharge your vitality
Introverts want extra time to recharge after social interactions. That is good self-care!
Ensure that to take a while for your self after gross sales interactions. This may make it easier to to recharge and be prepared on your subsequent gig.
Permit your self a while to loosen up and unwind to be able to be at your finest when talking with prospects.
I practised 2 rituals:
i) Instantly after I completed my shift, I might sit in my automobile for quarter-hour in silence earlier than heading dwelling. 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 choose up in your fast gross sales setting that will not be wholesome, however metaphorically additionally eradicating the not so optimistic vibes that typically include assembly individuals and so on.
Plus, you’re extra prone to get a superb 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 superb in-person mentor who can information you thru your gross sales profession generally is a hit and miss.
I might scour YouTube and discover clips of motivational audio system like Jim Rohn and Les Brown, hearken 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 exhausting to not discover the place you’re on the chief board particularly on the Monday morning lead era group assembly.
Optimistic self-talk is a strong software that may make it easier to overcome the worry of failure. Use optimistic affirmations to remind your self of your strengths and why you’re profitable in your position. You’ll be able to develop your self-worth. It simply takes follow.
While you catch your self pondering damaging ideas, counter them with optimistic ones. For instance, if you happen to’re pondering “I’m not ok,” remind your self that “I’m a talented lead generator and I can do that.”
Apply visualizing a optimistic end result
Our minds are extra highly effective than we notice. For those who preserve taking part in failure situations 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 superb 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 indicators that aren’t necessary to you based mostly in your priorities.
In impact it alerts you to what’s necessary to you which ones in my case was having “likelihood” encounters with good people who find themselves additionally certified prospects. I realized to be particular with what I needed to have occur throughout my shift.
Conclusion
Creating resilience in gross sales is crucial for achievement. Gross sales may be powerful, particularly if you happen to’re an introvert. Nevertheless, by having an enormous “why,” utilizing optimistic self-talk, visualizing a optimistic end result, and discovering a mentor, you possibly can enhance your resilience and overcome the worry of rejection.
Go forth and succeed, my fellow introverts!
