Rejection is an inevitable and unfortunate reality in life. When you were a little kid, did you ever try to get dessert before eating all of your broccoli and was immediately met with a stern “No” from Mom? How about asking your crush out on a date only to find out they are pursuing someone else? Or thought you aced your interview but never got that job offer? Whatever the circumstance, we have all experienced rejection countless times. However, as BDRS, we get hit with rejection often and hard!
Hearing “no” incessantly can be quite traumatic, especially if you are a people-pleaser like me. When I was a server at a restaurant, I would lose sleep if I happened to forget someone’s side of honey mustard or, God forbid, their 5th Coke refill. I hate disappointing others. It’s innate for us to want to make other people happy and feel accepted by others. According to psychologist, Steven M. Gentry, PhD, “Indeed, much in the way of human behavior seems to stem from an effort to avoid censure by others.” I mean, come on, who enjoys getting hung up on or getting told to buzz off (in much cruder terminology)? Not me, that’s for sure!
So, how do we overcome this? Don’t they have a right to be upset at us? Afterall, we are interrupting the workflow of busy, important executives with a seemingly insignificant call…Stop! No! Erase the way of thinking right now! Using the following tidbits, I was able to eradicate all the negative thoughts that followed a call ending in rejection. And if I, Sensitive Sara, can develop thick skin, so can you!
1.) This is our job. We are performing our daily job duties, just as much as they are performing theirs (even if we are calling in the middle of a critical C-suite meeting regarding a potential merger resulting in a massive layoff).
2.) We are calling to help, not hinder them. New technology solutions will increase efficiency and productivity within their organization. Even if they’re not currently in the market, it’s important to have knowledge of what technology is available.
*Helpful hint: Jot down any noteworthy or legitimate objections. These can be super helpful and allow you to make the appropriate tweaks to your selling approach.*
3.) The prospect may be having an awful day. This is why I am a HUGE believer in always remaining kind, gracious, and understanding, no matter how rude someone is to you. You never know what someone is going through. Always be kind. I can’t even begin to tell you how many times I have witnessed a successful call with someone days after that same person verbally slaughtered the BDR. Most people are not evil and, after a little thought, will regret expressing anger at someone entirely innocent who was just doing their job. If they do happen to be rude again, move on. This prospect is not worth jeopardizing your self-esteem and self-worth over.
4.) Do not let this feeling of rejection and failure fester inside of you. It will negatively affect the rest of your workday, and if you’re extra sensitive like me, it will linger far beyond “quitting time”. The chances of you ever meeting this person, who wants nothing to do with whatever your selling, are next to none. “Don’t let anyone rent space in your head, unless they are a good tenant!” Take a walk, privately vent to a friend, meditate for a few minutes. Whatever you need to do to get you back into the right state of mind, so you can crush the rest of the day, do it!
One of my all-time favorite quotes is by best-selling author and speaker, Dr. Steven Maraboli: “Every time I thought I was being rejected from something good, I was actually being redirected to something better”. So, who knows, maybe the next dial you make after getting rejected will bring you the biggest close of your career!