If you sell for a living, you have to learn to deal with rejection. It makes no difference what you sell, to whom you sell or how much experience you have, the fact is that you will hear “no” many more times than you hear “yes.” And how you handle hearing that word will dictate the level of success you can achieve.
If you cold call, your rejection is immediate and can seem very personal. When you call complete strangers only to have them rudely hang up on you, the tendency is to confuse it with personal rejection. If you send direct mail letters which land directly in the trash, the rejection is the same—even if you’re not immediately aware of it.
How we handle rejection is the key to getting to “yes.” Our anticipation of a certain outcome can influence the actual outcome. If you approach a task with a defeatist attitude, there is a good chance you will fail. If you approach the same task with an attitude of success, there is a good chance you will succeed. Why?
1. If we assume—or even suspect—we will fail, we won’t give our best effort. Why should we? We already know the outcome before we have even tried. We’re just wasting our time.
2. Our prospect can read the defeatism in our voice and body language. Moreover, if we don’t believe in what we’re saying, how in the world can we expect our prospect to believe it?