Overcoming Rejection and ObjectionEditor
It’s not personal, it’s strictly business. Michael Corleone made that phrase famous, but it’s something we’ve all heard, especially in business. And while that saying is (usually) true, it’s not an easy motto to accept at times. Our business, the way we make a living, IS personal to us. It’s difficult not to feel bad when we’re rejected. Rejection NEVER feels good. However, there are a few things to keep in perspective.
Rejection is rarely personal. In fact, rejection is typically an objection. When someone says no, it’s usually to what we’re offering and not to us. That’s why it’s so important to listen and ask the right questions. Often, we are so eager to “sell” what we have to offer without finding out if there really is a need to our potential client. Not only would this save a tremendous amount of time but it also builds trust. Consumers are more likely to do business with a company that truly listened to their needs and didn’t push them into something they didn’t want.
When facing objections, make sure to recognize why you were turned down. There are a variety of reasons somebody rejects what we’re a product or service.
- You’re offering your product/service to the wrong market. Be sure you are targeting your key demographic.
- Now isn’t the right time. There may not be a need today, but that’s not to say they won’t have a need in the future.
- Price point. Granted, people are always looking for the best deal. But, assess the value of what you’re offering. Have you checked what your competition is charging and are you competitive? Of course, you don’t want to undervalue your product and you need to cover costs and make a profit. But be sure you’re charging a fair price.
- Foggy details. Being concise in what you have to offer and why it’s valuable is crucial when selling anything. If you’re not clear with the listener, you’ll lose their interest quickly and they won’t give you the opportunity to share how your product could benefit them.
Opposition isn’t always a dead end. A “no” today may be a “yes” in the future. Learn from the objections. Of course, we’re not mind readers, so don’t be afraid to ask if there’s a reason for their objection. There may be valuable lessons in their answer. And asking permission to follow up with them later is smart business.
Keep in mind, some people are automatically inclined to say no. Fraud and scams that have plagued society have made us very cynical. this wariness is a valid concern and “no” has become a verbal shield to protect us. Try to keep this in mind when you’re shot down without someone giving you time to present what you’re offering. There’s little you can do to overcome that.
Keep plugging away and the no’s will lead to the yeses. And remember, it’s not personal.