Most Rejection Is an Invitation

Salespeople hate rejection.

But sometimes the prospect didn’t reject you.

You invited them to.

Think about some of the questions salespeople ask:

“Are you happy with your current supplier?”

“Yes.”

“Do you have any needs right now?”

“No.”

“Would you be interested in looking at another option?”

“Not really.”

“Do you have a few minutes to hear about what we do?”

“No thanks.”

We walk away thinking:

They rejected me.

But look at the questions.

Every one of them made saying no incredibly easy.

And if I’m a busy prospect talking to a salesperson I don’t know, why wouldn’t I take the easy exit?

Try lowering the resistance.

Instead of:

“Are you happy with your current supplier?”

Ask:

“What do you like about working with your current supplier?”

Instead of:

“Do you have any needs right now?”

Ask:

“What are you working on at the moment?”

Instead of:

“Would you be interested in another option?”

Ask:

“How are you handling that today?”

N

ow I don’t have to decide whether I want to buy something.

I just have to talk.

That’s a much smaller commitment.

One of the biggest mistakes in prospecting is asking for too much too early.

You’re trying to get the appointment.

Get the opportunity.

Get permission to quote.

Get the sale.

Slow down.

First, get the conversation.

Then earn the next part.

Not every rejection can be avoided.

Sometimes the answer really is no.

But before you blame rejection, look at the question you asked.

Did they reject you?

Or did you accidentally hand them an easy way out?