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In sales, rejection is always part of the game. Whether you like it or not, there will come a point in your sales career where a client will reject you in one way or another. How do you handle that?
Rejection is like a treasure chest wherein lies hidden opportunities just waiting to be unlocked. So don’t easily give up when a client rejects you. In this episode, Kingsley Grant will teach you how you can build a bulletproof mindset to handle rejection so you can achieve success in sales.
Kingsley Grant is a Marriage and Family Therapist, a life coach, author, speaker, and a midlifepreneur (an entrepreneur at midlife). He is passionate about bringing the best out of each and everyone in order for people to have more balanced, happier, and more meaningful lives.
His recently released book, Midlifepreneur: Making Your Dreams Come True Without Risking Everything, is all about getting out and just turn your dream into a reality without risking the loss of things or people that are most important to you.
Here are the highlights of my conversation with Kingsley:
How sellers can cope with sales rejection
- Mastering core strengths so you can dominate
- Gauging how customers are pre-contemplating what you’re going to sell them
- It may just be a “no” now so listen to the person and recognize the opportunity
- Rejection is an opportunity to reassess
How to prepare before the meeting:
- Know thyself.
- Sell your likeability first before you sell your product.
- Recognize how you can connect with the client.
- Prepare your mind to how you can create a moment of likeability and trustworthiness
Ways to build strong relationship:
- People have certain ways they want to be sold to.
- Know to whom you’re selling.
- Recognize that everyone does not buy the same way.
Building a bulletproof mindset to handle rejection
- Sell according to how a client wants to be sold. How? – Listen!
- Empathize with them.
- Shift the conversation from the product to the person.
- Make the client feel that you understand them.
- Take time to get to know your client.
- Make it not about you but about the client.
Doing a “fire drill” of your sales presentation
- Have a strategy and be prepared.
- Know what to say, when to say it, how to say it
- Practice so you can put your personality into it, then it will come out naturally
Strategies for handling rejection:
- Think about what value can you bring to the person.
- Pound on the value of what you’re selling – For example, you are not just selling a house but you are comfort, security, protection.
- BELIEVE what you are offering them is something of VALUE
Kingsley’s current projects:
- His book Midlifepreneur: Making Your Dreams Come True Without Risking Everything
- Talk: Mastering Their C.O.R.E. Strengths or Perspectives (Connection, Orientation, Reconciliation, Elimination) to empower the high achieving sales professional
For more information on Kingsley and the amazing things he’s working on, visit www.kingsleygrant.com. Connect with Kingsley on Twitter @kingsleygrant
Kingsley’s Major Takeaway:
Seller, know thyself. Figure out your personality type and understand that your type may not be the same as other person’s personality types. It’s not about you but them.
Eliminate from your mindset all the things you have been hearing about how you should do it because you’re not everybody else. You are YOU. You are uniquely positioned. There is only one you so be you.
Know yourself. Know your style. And deliver through that style and not like how everybody else does it.
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