PPB February 2018

Know How To Handle Rejection. Smart salespeople develop a thick skin over time that desensitizes them to the slings and arrows that might send a less experienced professional running for cover. How did they develop that strength and resiliency? For Cook, it’s all in the way you look at it. “The key is to not take it personally,” she says. “I also don’t really hear the word ‘no,’ it’s just a ‘not right now.’ Keep following up and eventually you will get a win.” PCNA’s Hare takes a similar view. “Rejection isn’t easy,” she says. “I just remind myself that there is an insane amount of business I have yet to tap into and move on. There will likely be another opportunity later in our history together to revisit the relationship, and I’ll take that opportunity when the time is right.” “Rejection does not bother me; it’s part of life,” says Mealor. “I keep my eye on the big picture and don’t allow myself to get bogged down in the weeds. Nobody wants to hear your pity party.” Instead, he says to make sure that you are moving in the right direction by setting annual sales goals and tracking them daily. “If I can see myself moving forward, then the little hiccups don’t bother me. Step back and take a wide look. Look at what’s going well instead of wallowing in the rejection.” Bosworth says that if her proposal is rejected, either she didn’t correctly prepare so her client felt there was value or didn’t come up with pricing or an idea that was a good fit. She asks the reason so she can do a better job next time. If the problem is simply price—well, shemay not want the business any way. Kaufmann says sales is a game of numbers and percentages. “You have to be in as many games as possible to hope to win as many as possible. I know each loss gets me that much closer to the next win.” Shaun Rolfe handles rejection a little differently. “Recognize that everyone is different. There is no one style that translates effectively with every customer,” he says. “Be willing to allow them to steer some of the conversation without losing your message; be flexible but confident, and most importantly, be sincere. In my position as a supplier representative in this industry, I deal with professional salespeople, so trying to sell to them is the wrong approach. Education and inspiration is what they are looking for when I am in front of them.” Haar says accepting and learning from rejection is about perspective. “I realize that rejection is a significant part of the sales game. Statistically speaking, each rejection is another step toward the next sale, so you have to keep going,” she says. “It also never hurts to ask the client why you didn’t win the project and where you fell short. But I always keep it positive. My primary goal is to improve how I connect better with the client in the future.” Know Your Products And Services. Bosworth doesn’t believe in just winging it—even when attending a trade show. And for good reason: she might miss something that’s valuable to her clients. Every year she and Chris attend the industry’s largest trade shows. They take with them a list of every client’s plan for the next six months and they stop at every booth and ask to see 4 5 Andy Mealor Owner Proforma Ascension Marketing Group “Rejection does not bother me; it’s part of life. I keep my eye on the big picture and don’t allow myself to get bogged down in the weeds. Nobody wants to hear your pity party.” Tips and Techniques of Top Sellers | FEATURE | FEBRUARY 2018 | 45