SALES PROSPECTING TECHNIQUES:
KEEPING MOTIVATED AND DEALING WITH REJECTION

Rejection is arguably the hardest part of selling, but there are sales prospecting techniques that can help you overcome the painful struggle that most salespeople must ace.

Nobody likes a job where you may be rejected 90% or more of the time. Salespeople have to deal with rejection on a daily basis. Of course, these sections on sales prospecting techniques will help you increase your odds of success, but everyone must face rejection at one point or another.

Sales Prospecting Techniques and Keeping A Positive Attitude

Successful salespeople are rejected many times before succeeding. When asked, most admit that keeping a positive attitude is key. Especially when business is slow, you must stay motivated and maintain your enthusiasm. Keep your goals in mind to help you stay focused.

Maintain a mental list of things that motivate you and of your short- and long-term goals. Most people use basic needs such as the need for security to keep them motivated. Your sales goals should bring you and your loved ones security.

Most sales jobs are based more on commissions than salary. The money you make is therefore in direct proportion to what you sell, not necessarily the amount of work you do. Keep monetary goals in mind when prospecting. Money is often motivation enough to keep you working hard.




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Sales Prospecting Techniques That Keep You Motivated

Your desire to be recognized and accepted by your peers is another great way to stay motivated. Always try to learn something new, to improve yourself personally and professionally. Even if your day was slow in terms of sales and prospecting, learning new skills could give you a sense of accomplishment.

And remember, prospects who reject you are not rejecting you personally but rather they are simply saying no to the product you are selling – for now

Avoid negative thinking. It can be draining and creates fear and doubt. Of course, keeping a positive attitude is sometimes easier said than done. If you are having a hard time keeping a positive attitude or if negative thoughts are constantly in your mind, rely on books and/or tapes that could help you shift your mentality from one of negativity to one of endless possibilities and positive outcomes.

Change can create fear and feelings of doubt. When you start doubting yourself, most likely other fears and doubts will appear as well. Fear will do no good but keep you from succeeding.

While it can create some sense of uncertainty, change is, more often than not, a good thing. Most changes bring the loss of something in exchange of something greater. Keep the long-term goals in sight when having self-doubt.

Sometimes persistence wins the battle. When your prospect rejects your offer at first think about the alternatives in front of you. Before giving up on this prospect, take a few seconds and read between the lines:

Sales Prospecting Techniques - Changing Your Approach

Do they really mean “no” or does this client simply require you to rethink your strategies or approach? Perhaps you provided too much or too little information. Or maybe you haven’t yet told your prospect how your product will benefit them or their companies.

Above all, overcoming the feelings left behind after a rejection or a failure to close or maintain a deal will be the key to your success. Failure and rejection are a daily part of the sales industry. Even the top salespeople must deal with rejection and failure – and just like you, they have to deal with it on a daily basis.

For more sales prospecting techniques that will keep you motivated, check out the Special Report, FEARLESS Cold Calling: How To Uncover Your Prospect’s Emotional Hot Buttons So That You Can Get In The Door And Close The Deal for 67 proven cold-calling strategies, tactics and techniques.

Here are some suggestions that you can use to help you overcome the challenge of rejection and failure:

1) Every experience is a learning opportunity. This is even more true when the experience involves mistakes that cost you the sale. Find out what when wrong and learn from any mistake – or better yet, from the mistakes of others in your organization. This mindset helps you avoid similar mistakes in the future and will keep you motivated even on after a setback.

2) Use your defeats to improve and perfect skills. Take each and every aspect of your selling approach and study it carefully. Write down comments for every setback or difficult situation you encounter along the way. You will most likely find a couple of areas that need fine-tuning. Take your time to go over your strategies and perfect your skills.

3) Use negative feedback as helpful information to help you improve. Do not take it personally but rather use the information as a way to improve your chances in the future.

4) Keep a positive attitude all along the way. Learn to laugh at yourself if necessary. Sales stories that may sound tragic right after the fact, could be an interesting piece of funny conversation sometime in the near future.

For more on sales prospective techniques that keep you motivated and help you cope with rejection, read FEAR Selling.