Tips for Handling Sales Rejection

Fear of rejection is common among sales professionals especially those who are in the learning phase. However, to be successful at sales, you need to learn how to handle rejection. Here are few tips for coping with sales rejection:

Know your sales ratio: Rejection is unavoidable when you are selling, it is important not to get discouraged. So, it preferable to know how much to expect. According to Trelitha Bryant, vice president at Behavioral Sciences Research Press, on an average it takes nearly 30 sales calls to fix an appointment with a prospect. The number also depends on the product you are selling. Items of premium quality usually have a higher sales ratio. For instance, high end tablet PCs have a higher sales ratio as compared to ball pens. There is no hard and fast rule to determine this number. However, sharing experiences with others in your industry and keeping a track of your own success rate can help you to estimate the number of rejections to expect. Knowing how many rejections to expect can make you immune to rejections.

Set long-term goals: Set long term personal and business goals. Do not get discouraged by short term failure. Stay focused and think about long term objectives and success.

Do not take it personally: Many entrepreneurs tend to take rejection personally. They blame themselves for the sales rejection. However, experts suggest to avoid self-blame. It is advisable to see it as a learning experience and not as a failure.
 
Follow a routine: Developing a routine and following it properly can help you to stay motivated. For instance, make phone calls at the same time everyday. This can help you to overcome demoralization and fear of rejection.

Build relationships: Do not reject your potential clients, in case they reject you. If a prospect has rejected you, it does not mean that he will never be your client. Stay in touch and maintain professional relationship with your prospects. They may become your customers in future.