One of the biggest challenges I see people go through in the sales process is confusing an objection with a rejection. These two situations couldn’t be more different. If you own a business that requires you to prospect and close sales, it’s time to get clear!
Just like there is no crying in baseball as stated by Tom Hanks in the movie, A League of Their Own, there is no rejection in an objection. When a prospect objects, complains or avoids making a decision… It’s not personal.
Today, I’m going to give you some insight into the cause and effect of the rejection myth so you understand “rejection vs. objection.” But first, listen while I provide insight about how people take themselves out of the game because they personalize the situation.
Don’t Personalize It
It makes sense, doesn’t it?
So let’s dive a little deeper. In order to overcome rejection anxiety, you have to understand why you feel the way you feel and why you do what you do.
It’s cause and effect.
Until you break this down… you can’t change. So listen to this next clip and see if you can start to uncover your own cause that creates the effect.
Uncover Cause And Effect
I’m breaking it down for you today…
When you really understand how cause and effect works, you can change your situation. You can change your game.
Now that you have a better grasp on understanding rejection… let’s move on to handling objections.
People are predictable when it comes to sales. There are 5 common objections you will receive. You will hear them over and over again so it’s important to be prepared with multiple responses when an objection arises.
(Note: If you want to minimize and neutralize the 5 most common objections, check out my Closer’s Clinic. Learn about it here.)
You have to pick up on what’s meant… and not specifically stated. In this next clip, I’ll share how to uncover the underlying communication that your prospect is relaying to you.
Understand What’s Meant… Not Said
Things should be starting to click for you now. Prospecting can bring up feelings of rejection but no one is rejecting you personally. They are not able to see the value or are not ready to make a commitment to your opportunity, product or service. So let’s break it down one more time… What is a rejection and what is an objection?
What is Rejection?
There’s an inner game to selling and you can’t possibly master the zen of selling unless you learn to relax. You have to get good at asking questions to be able to handle objections. The key here is letting go of your anxiety about rejection. People do not reject you. They object or prejudge.
The more you begin to understand that… the less personal you create the situation!