Are You Really Being Rejected?

My new client was frustrated and demoralized. He’s been prospecting on and off… and not having the success that he desires.

Part of this client’s challenge was accountability. Some days he would dial the phone hundreds of times. Other times, days would pass, and pass, and pass… With no prospecting activity at all.

One of the first assignments I gave my new client was to track his prospecting activity and to send his reports to me every day. It’s important to be consistent when prospecting. It’s much better to have consistent activity every day than do a blitz one day and nothing again for weeks.

Here is an excerpt from an early call report I received:

  • 70 Dials
  • 12 Conversations
  • 10 Rejects of every variety

I emailed him immediately to say that he was forbidden to ever use the word, “reject” when discussing prospecting. The reason is simple. If every time that someone is unwilling to schedule an appointment you think that they are rejecting you it becomes very, very hard to make that next call. Over time it becomes more and more demoralizing. If you think every prospect is rejecting you, why even bother?

A better way is to look at what prospects are actually saying. The things that prospects say are not rejection they are simply things that prospect sometimes say. In this case, prospects were responding with common objections that prospects sometimes respond with: “I’m busy,” “Send me information,” “I’m working with someone”… My client had not yet learned the best way to handle these objections but they are all easily handled with a few simple scripts.

In our next coaching session we discussed how to change and reframe his thoughts about prospecting. We also discussed the best way to handle those common objections. Here is the email he sent me after that session. I share it with you as I believe my client’s reframe is valuable:

“Instead of 10 rejects, I found 10 people who won’t enjoy the benefit of working with me AND I don’t have to think about them for a few months OR I just ruled out 10 folks who don’t know what’s good for them which brings me closer to those who do OR I passed through a few folks on the way to my next client.”

 

About The Authour

Wendy Weiss is the creator of the Salesology® Prospecting Method that generates predictable sales revenue. She is an author, speaker, sales trainer and sales coach and is recognized as a leading authority on lead generation, new business development and sales.

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