Rejection is a major part of sales, and learning how to both deal with it and eliminate the fear of it will be a determining factor in the amount of success you have. The fear of rejection can be crippling and cause you to lose opportunities. Here we take a look at seven ways to overcome the fear of rejection.

Understand The Math

Understanding that it may take dozens of no’s to receive one yes can temper your expectations. When you realize that each no you receive is simply getting you closer to your desired yes, you can chalk each of them up as a small win. Each project will be different, so go into each one with a clear understanding of how often you can expect a sale.

Celebrate Small Wins And Big Rejections

Small wins can come in many forms. It may be getting a referral, having a live conversation, setting a follow-up call, or even getting a yes to sending additional information. Anything that gets you one step closer to a yes can be considered a win. Big rejections can be used as a positive as well. Analyzing and making light of them can help to strengthen your resolve.

Train For Rejection

Practice receiving a no and realize that not every single one of them is final. Roleplay with other sales team members to learn how to overcome objections and not be taken off guard when receiving an initial rejection. Understand that there will be rejection in sales and get comfortable with that so when the right opportunity comes along, you won’t be afraid to act.

Visualize Your Desired Outcome

There is power in having a positive mindset and visualizing your desired outcome. This practice can encourage you to assume the sale and expect your prospect to say yes. It will also help to direct your steps toward receiving a positive answer. Focusing your energy on what you want to happen will ensure you don’t lose your nerve when objections happen.

Pause And Listen

Often times salespeople will talk themselves out of a sale by saying too much. When you ask a question, pause and listen before continuing to talk. You may bring up something that causes the prospect to change their mind or steer the conversation away from your desired objective. Any time your pose a closing statement, pause, listen and expect your yes.

Don’t Ask All Or Nothing Questions

Making a sale requires developing a relationship and establishing trust. When you go too big too early, you risk losing the deal altogether. Search for ways to get a few small yeses and build a rapport before going for the close. Leave room for flexibility in everything you ask, so the prospect doesn’t feel pressured to make an ultimate decision before they are ready.

Focus On The Present Moment

By focusing on the present moment, you eliminate any possible fear you could have about a future outcome. Keep yourself attentive to what is happening now and control what you can during that time only. When you take things one step at a time, you put your all into the moments that will ultimately determine what happens in the future.

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