Equities.com recently published an article I wrote about how to bounce back from sales rejection. No one enjoys rejection, but learning to respond constructively to these disappointments can actually turn losses into future opportunities. Here’s how:
- Give Yourself Room to Recognize the Gift: Step back and allow yourself the chance to respond rather than react. Do what you need to do to let go of any emotional charge around the situation. Invite this situation to be an opportunity for personal and professional growth.
- Reopen a Closing Door: Invite the client to delve into their reasons for rejecting you. This is a golden opportunity to gain a tremendous amount of valuable information. Make sure you conclude the discussion by offering to be available if expectations aren’t met with the other vendor.
- Study Your Competition: Create or update a list of all the companies that provide a product or service that gets between you and your client. Who are they? What are their strengths and weaknesses?
- Procure Five Candid Conversations: Do you know what your distinct competitive advantage is right now? If there’s one thing you could do better, what would it be? Ask these questions of at least five people inside and outside your company and get a 360-degree perspective.
- Position Yourself as Second-Place Provider: Use those words. Let the client know that being a second-place provider means that you don’t need their financial commitment; you simply require access. Position yourself to keep the door open and bring them new opportunities, information and ideas.
You can read the full article here.