How to use "no" for growth - 5 ways

Lost deals are a part of every sales job. It’s an undeniable truth: 90% of the time, the buyer answers “no.”

However, many people don’t realize that success and failure aren’t as far apart as they seem. Rejection doesn’t mean all is lost: even if a door has closed now, it may open again in the future. Moreover, if a sales manager hasn’t been rejected, he or she simply isn’t stepping out of their comfort zone.

The sales manager’s job is to help their employees overcome their fear of rejection and turn failure into success.

Here are five ways to help you overcome objections and get positive feedback from every difficult situation.

1. Practice handling objections

Sales managers need to know their customers better than they know themselves, and to do this, they need to pay attention to every detail. For example: If a potential customer mentions that they are using a competitor’s product/service, don’t hold back: focus on the weaknesses of your competitor’s offering and talk about how your product solves the customer’s problem. Teach your managers to accept rejection as valuable information and, in case of resistance, ask questions to get more information and clarify the reason for the rejection.

2. Analyze lost deals

Analyze all failed negotiations. Find the real reason for the rejection, this will help you improve results in the future.

Remind your employees that failure is not bad, but it is bad when you can't learn from your mistakes.

Ask yourself a few questions:

• Was the selected offer correct?
• Was the competitor's offer more valuable?
• Did you really understand the buyer's problem?

If your managers don’t have the answers to these questions, then take them back to the customers who left. This will help them better understand what happened and why. Through this feedback, they should learn, grow, and be ready for new challenges.

3. Grow with data

Rejections are data that help us grow professionally.

Every leader should discuss the problem in detail with their employees. Each conclusion should be based not on theory but on a specific case. Discuss the specific case with the team in detail and look at each of them from the perspective of both the manager and the customer. Tell employees that admitting mistakes is a step forward, not a weakness.

Rejections are part of the sales process, they should not become an obstacle. Use data to solve your main problems.

4. Think about the next step

Remember that the best way to overcome rejection is to think about the next step, because doing nothing will not turn rejection into experience.

The main strategy that every manager should learn is to maximize their own capabilities. You can’t do this without accumulating experience. What someone else told you, what you heard at a training, what you read in a book, does not bring as much results in practice as what you learned from your own mistakes.

Active salespeople are not intimidated by rejection, they keep working. A manager who has a lot to do does not suffer from a single failed deal, he continues to work with greater determination.

5. Celebrate every victory

Every victory, big or small, should be celebrated in some way. Find ways to highlight your team’s achievements. Increase their positive mood.

This will give them more confidence, which means a lot in this field.

Confident managers know that by listening to others, they learn more and are given more opportunities to develop. That is why they focus on relationships during communication, not on proving something, because they know that listening to people and getting closer to them will give you more, both in the present and in the future.

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