10 Best Ways to Deal with Rejection If You’re In Sales
Google tips on how to deal with rejection, and you’ll see a whole slew of articles intent on getting you past a romantic failure or breakup. While it’s nice that the broken hearted have a plethora of resources at their disposal, the same cannot be said for the people more likely to hear the word “No” in a given day — salespeople.
Insurance agents understand that the ability to deal with rejection is one of the most important attributes they will face when running their agency. Still, that doesn’t make it any easier to acquire.
To help, we’ve put together a list of 10 items that should help you look rejection in the eyes and overcome it. Let’s get started.
1. Take a day off
Taking a day off may seem like waiving a white flag in the face of failure, but it’s actually a chance to take stock of your wins and losses and recharge the emotional batteries that can get drained in a hurry when faced with rejection after rejection.
In any sales profession, you are going to hear no a lot more than you hear yes. Case in point, marketers would usually celebrate a 5 percent conversion rate on a campaign. That means 95 percent of the time they are being rejected, but they’re still happy about it because they know the few yeses will more than make up for the barrage of nos.
Still, it can bruise the ego when you have a string of failures, so taking a day off can be just what you need to strengthen resolve.
2. Give yourself a pity threshold
Taylor Swift may be an idol for middle school girls, but she’s also a savvy business woman and talented artist, who knows a thing or two about rejection.
In fact, she once had this to say on the subject. “You have losses that you never thought you’d experience. You have rejection and you have to learn how to deal with that and how to get up the next day and go on with it.”
The “getting up” part is what can be rather difficult, but it’s also the most crucial step to overcoming. Therefore, give yourself permission to feel sorry for yourself, but put a brief time limit on it. For Swift, it’s all about getting a good night’s sleep and starting fresh the next morning. There’s a lot of wisdom in that.
3. Analyze the deal
While it can be a hindrance to overthink things, it is also not a good idea to blindly move forward unaware of where things went wrong. How much of the rejection was situational; how much of it was because of the prospect; how much of it was your approach?
These are all valid questions that you should be asking.
4. Hit the reset button
Sometimes, when you have sustained loss after loss, it is a good idea to reevaluate your entire system for approaching prospects and interacting with leads. You may not have to completely reinvent the wheel, but there could be something in your core approach that is setting you up for failure.
For example, if you have been purchasing leads from a disreputable service that has never yielded results, then you are doomed for failure from the very beginning, no matter what additional improvements that you make to your outreach and conversion systems.
And therein lies the keyword — “systems” — examine each one that you have in place for signs of weakness.
5. Ask for criticism
It can be difficult hearing people’s criticisms of you, but it can also be one of the most valuable parts of building your insurance business.
Do you think writers enjoy hearing that their story they’ve poured heart and soul in to is flawed? Of course not! But the ones, who make a living at it, are able to objectively assess criticisms for validity and make corrections as needed.
They are not so narcissistic as to think they’re perfect, and it makes their writing closer to perfect than it would be otherwise.
If you’re an insurance agent, you might consider devising a system where you can ask prospects why they didn’t end up signing on to your agency. Not every answer will be helpful. Some — such as “the price is too high” — you may be able to do very little about. But the more you ask, the closer you will get to something that makes you better at your job.
6. Find and indulge in your (healthy) comforts
Keeping moderation firmly in mind, you might be able to lift your spirits after a No by eating a favorite meal, having a movie night, or drinking a glass of wine.
It goes without saying that anything in excess can be bad for you, but there is no harm in seeking solace from those things that are comforting to you.
7. Reconnect with your successes
Author James Lee Burke once said, “There’s nothing like rejection to make you do an inventory of yourself.” Truer words never spoken! Whenever you experience failure, it is not only necessary to take a look at what may have caused it — see No. 3 — it is also helpful to take stock of the things that you do particularly well.
By reconnecting to your success stories — your satisfied insurance customers, marketing campaigns that worked particularly well — you can regain the confidence to continue.
8. Make time for those who love you
While your loved ones may not be able to make sense out of what you’re going through, they can help restore balance to your life. Don’t close yourself off from their influence, and don’t lock away things that are troubling you just because you want to save them from the unpleasantness of it all.
Make time for your spouse, your children, your siblings, parents, or best friends. Be yourself around them, and show them how much you appreciate them being there for you in good times and bad. It will help remind you why you do what you do and give you the strength to carry on.
You don’t have to tell your troubles to anyone in your circle, who will listen. However, you should have a confidante that you can be real with — someone who knows when to listen, when to offer advice, and unafraid of blunt honesty.
Anyone like that in your life?
10. Take care of your body and mind
Non-religious people may meditate. Religious people may pray and/or meditate. Either activity can be good for dealing with rejection because it offers a chance to connect with the broader world and realize there is something bigger than yourself.
When you’re able to feel that connection, it allows you to relate better to other people, thus making you a more effective salesperson. It can also help get your mind into a creative plane, which is useful in dealing with systemic problems with your approach and sales techniques.
Finally, exercise can make you feel healthier, which in turn leads to a healthier mind.
To be a successful insurance salesperson, you have to first learn how to deal with rejection. You don’t have to be happy about it; just mindful. When you realize that it’s there, it makes it a lot easier to keep from getting discouraged. And with a lack of discouragement, it’s only a matter of time before you get that next conversion.