Damian Johnson - “SERVING UP SALES” - Episode 11 - It’s Not You, It’s Me! DEALING WITH REJECTION!
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We have all been there – you’re on the phone or in a meeting with a prospective customer, conversation is flowing and you think that you could be on the verge of closing a deal. All of a sudden, that sentence comes out of nowhere and stops us dead: “I’m not interested, thank you.” What do you do after that? You might want to panic, hang up or give up on sales altogether – but you can’t! Now there's a dark cloud hanging over you for the rest of the day. Working through rejection is a critical component of sales. Rejection is a difficult aspect of professional selling for many salespeople. Top performers handle this challenge with ease. I want you to be a performer so today we will cover 10 tips to deal with buyer rejection in a healthy and productive way.
Show Objectives - The Why
That two letter word "No!". That can be a tough word for a salesperson to hear. Few things can kill your mood, ruin your attitude than getting a rejection, especially a blind side rejection. A blind side rejection is the one you didn't see coming! In fact, many of the thousands of salespeople that I've met have expressed that the fear of rejection sometimes is greater than actual rejection. It can immobilize salespeople and affect their drive and performance. So learning to deal with rejection is critical to maintaining the right emotional state for sale.
Issues - Owner Perspective:
Just like the sun rises and it sets, seasons change, if you are in sales, rejections are coming, so get ready. How you deal with the rejection, the resilience you show determines your performance.
What You Need to Know - The What
10 tips to deal with buyer rejection in a healthy and productive way
1. Don’t take it personally
2. Expect it and don't take it seriously
3. Be professional and maintain emotional distance
4. Ask why
5. Create a lot of opportunities
6. Talk with your teammates
7. Treat it as a necessary step
8. Be persistent
9. Stick to your routine
10. Focus on the positives
11. Never give up (bonus!)
What You Need to Do - The How
During the show we will walk through each of these tips and the superstar mindset that you need to maintain the right perspective so you can focus on SERVING UP SALES!!!
Having over two decades in a successful sales career in the mortgage sector, Damian continues to pursue his passion in sales and people development.
Damian is also the Owner of Mandeville Ingleside LLC, whose mission is to develop and equip leaders, professionals, business owners and individuals who are able to build stronger teams that deliver demonstrated optimal performance and results.
Damian is passionate about equipping leaders and helping people to take action that will maximize their potential. His success and experience has allowed him to advance his reach, influence and impact by working with international organizations and teams who want to leverage their sales teams potential through in-person and virtual training programs across the Caribbean Islands (Trinidad, Barbados, Jamaica), Europe (U.K.), Africa (Liberia), and South America (Costa Rica). In a strategic pivot to expand his reach internationally, he is also a Radio Talent with the International Business Growth Network. You can connect with Damian on Facebook and Instagram via his handle @iamdamianjohnson
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