Dealing With Rejection In Sales

Flickr CC Mickey Michalik

It’s never a pleasant feeling getting rejected, but it is crucial for success. Hearing the word no is never final. Even some of the richest and most famous people in the world get rejected frequently. Rejection happens all the times in sales, and if you can’t deal with it, sales might not be for you.

Rejection is usually the one thing that stands in the way of the success that sales people see for themselves. It can turn confident and courageous people into insecure people. The ability to handle rejection can have a direct relationship to sales performance, and the fear of it is ingrained into us. Fortunately, habit that you learn can be unlearned.

Follow these steps to help deal with rejection:

Find Out Why

Think about it and put together why you might have been rejected. Maybe you got your customer at a bad time or maybe your sales pitch wasn’t as great as you had hoped. When it comes down to it, figuring out what you did wrong will keep you from making the same mistakes. Even if it wasn’t your fault, accept it and try it again.

Manage The Fear Of Rejection

Big deal, you got rejected. Don’t be too hard on yourself and move on to the next client. By now, you should expect that you’re going to be rejected by a customer from time to time. This is not the end of the world. Tell yourself that you’re going to get what you want next time, and go out there and get it done. Realize the bigger picture: it’s not what you sell; it’s how you sell it.

Don’t Take It Personally

Many sales people will take a rejection to heart when they really shouldn’t. Rejection is part of the business and it happens to everyone. Instead, see it as a time to learn something about yourself and your sales strategy. Customers come and go, and the more you interact with them, the more your skills will grow. Rejection is just part of the game of sales.

Looking to get started or grow in the sales industry? Check out KMG Consultant's openings at CareerBuilder!

Things People Say to Kill Sales

 What people say during a sales call is everything.  Language is complex, as is the psychology of the human mind.  At Turner Enterprises, Inc., we pride ourselves in being experts in sales relationships.  There are subtle phrases that many novice salespeople drop during a conversation that can kill the sale.

 

Flickr CC via Aaron Gilson

“This is the best option”

Whatever the best is for a certain person does not apply for another. Instead, state how great option could turn out to be.

“To be honest…”

The customer is expecting you to be honest at all times. By even hinting that you’re not always being honest, they may believe you are untrustworthy or hiding facts.

Phrases that Guarantee

Never state a product or service you’re selling is the “lowest price” or “risk-free”. Many customers are used to sales people who are not completely honest with them. Avoid these phrases to keep your customer’s trust growing.

Discouraging Phrases

“You don’t need…”, “we can’t”, and “we won’t” are all phrases to never be used. This should be a given, but positive language is much more productive than negative language.

“You should”

You shouldn’t be telling your customer what they should do. Instead, suggest some options and make sure the customer knows that the choice is up to them. No one enjoys being told what he or she needs to do.

Unhelpful Tones

Every type of sarcasm or passive aggressiveness should never be used in business. Have a nice, friendly demeanor to keep customers calm.

“I think”, “Perhaps”, “I believe so”

Anytime you sound unsure of an answer to a question, it makes the customer uneasy. Try and avoid these types of words and sound definitive and knowledgeable.

Trust me.... /Flickr cc via seaturtle

“Trust me”

These words will almost always turn away a customer. Your own trust may not be enough, and if you can’t guarantee success, this will lead to some bad feedback on you.

“Cheap”

There’s nothing better than sealing the deal with a customer through offering some type of incentive. However, calling it a “cheap” deal does not help. Stick to “cost-effective” or “value for your money”. These sound better without making the customer think about poorly done services.

Turner Enterprises, Inc. is an accredited member of the Better Business Bureau.

Working at Turner Enterprises

Working At Turner Enterprises

Looking for a job with a business that is committed to the development and growth of their employees, both personally and professionally? Look no further than Turner Enterprises!

At Turner Enterprises, we offer a more applicable method to marketing and customer relationship growth. Creating a culture of opportunity with a team-oriented, positive, nurturing environment is what Turner Enterprises does best. To learn more about the company, check out our LinkedIn page here.

Currently, we are accepting applications for the following positions:

Entry Level Account Executive – Sales/Marketing

Turner Enterprises is looking for eager, young professionals to begin their careers in business management. In this position you will be focus on account management as well as sales and marketing techniques. This position can lead to promotions based on the employee’s performance.

Requirements:

·      Strong work ethic

·      Desire to gain experience in sales, customer service and marketing

·      Competitive and positive attitude

Customer Service Representative – Sales/Communication Positions

This is a full time, entry-level position that entails speaking with a client’s customer’s while utilizing leads, representing our client with integrity, and learning the basics of our sales model.

The qualified candidate will have the opportunity to develop their work skills through:

·      One on one training

·      Mentorship from industry professionals

·      Developmental conferences

Turner Enterprises team building exercise

Business Management Trainee

Turner Enterprises is looking for ambitious; you’re professional looking to develop leadership skills gain priceless experience. You will be trained to work with clients and develop solutions to problems they may have. Entry Level Business Management Trainees are the buffer between client and consumer.

Candidates for this position will:

·      Have the need to put in the most possible and work hard to gain advancement opportunities.

·      Desire the need to learn and grow as a professional in the business sector.

·      Possess experience and/or a college degree in a related field.

Don’t let the opportunity pass you by; start your career @Turner today!

A Whirl of a Good Time

At Turner Enterprises, our goal is to create a nurturing and fun work environment that allows our employees to increase their skill sets throughout our management training program. By combining work and fun, we are able to develop our employees on an individual basis in areas ranging from interpersonal communication, public speaking as well as team and leadership development.

Everyone enjoyed an intense (albeit hilarious) game of whirlyball during our weekly team night. Once a week, everyone gets together to spend some quality time together outside the office and have fun. This week we visited a local whirlyball establishment where everyone enjoyed several bumpy rounds of the sport. The game consists of 10 people (two teams of five) riding around in bumper cars, using a scoop to carry a wiffle ball across a basketball-like court to score a goal.

How Big Thoughts Lead to Big Results

Company President Darrell Turner spoke to the team about how thoughts affect actions which, in turn, affect results. In a team building activity, Darrell had employees write down and describe where they were 10 years ago, where they are now, and where they will be in 10 years. He stressed to the team that by visualizing goals and beliefs in the form of pictures or even daily written reminders, someone is more likely to attain those goals. After everyone had a chance to share their long term goals and dreams, Darrell summed up the meeting by reminding everyone that "only you can decide where you end up and how much success you have."

In the video above from inknowation, we are asked, "Do you dare to dream?" The video emphasizes the need to dream big and step outside our comfort zone in order to achieve that dream. Although difficult, learning new concepts and changing our worldview can ultimately help us gain confidence in our abilities to accomplish anything at hand. How big do you dream?

Consistent Actions Produce Consistent Success

Each week, the management team along with the company's senior corporate trainers create a focused plan and set of goals for the entire company to achieve. Anna Madej, newly promoted senior corporate trainer, took it upon herself to come up with specific daily goals and information to communicate to the team in order for everyone to accomplish the week's overall plan. After researching the importance of consistency, Anna shared five rules with the team about how consistency leads to success because it:

1. Allows for measurement: You can't determine whether or not you're good at a new task or skill until you have consistently and systematically performed that skill over a long enough period of time. Take, for instance, a professional golfer perfecting his putt. If he doesn't hit the ball the same way each time, he won't be able to measure how effectively he can putt.
2. Creates accountability: If each team member is consistent in completing his/her scheduled assignments, responsibilities and tasks, other team members can hold each other accountable to the successful and timely completion of a goal. At Turner Enterprises, we strive to maintain high standards by creating an accountability system in which each employee is paired with another to make sure each follows through on his/her goals. 
3. Leads to your reputation: A business grows by having a plan of attack in which each team member knows how to consistently perform his/her role. Success cannot be achieved if everyone changes gears instead of sticking to the plan. Since success breeds and attracts success, team members must strive to consistently hit their goals.
4. Makes you relevant: In order to achieve a goal, each person in an office needs to have an open line of communication with management and fellow team members to stay up to date with the progress of each goal. Oftentimes, a lack of communication results in the fizzling out of what could be effective new initiatives.
5. Maintains your message: In our management training program, each of our team members is taught to lead by example. People pay more attention to what you do rather than say, which is why consistency in leadership can trickle down to a more productive and responsive team.

Not only did Anna review this week's goals with the team, but she was also voted on by her peers as the Leader of the Week. Read more about Anna's thoughts about leadership and her background in our post coming up this Thursday. At Turner Enterprises, we strive to follow through for our clients and employees by exceeding goals, developing each employee to his/her full potential and providing an opportunity for unparalleled growth.

Great Leaders by Meiji Stewart

Great Leaders...

Awaken minds.
Bring people together.
Communicate effectively.
Dare to take calculated risks.
Enlighten and empower.
Foster collaboration.
Give you tools to succeed.
Help you do for yourself.
Invite and encourage questions.
Joyfully embrace diversity.
Keep an open mind.
Lead by example.
Motivate with respect.
Never give up on you.
Open doors to new worlds.
Put first things first.
Quest to make learning fun.
Recognize problems early.
Share roles and responsibilities.
Take time to explain things.
Unwrap talents and abilities.
Value everyone's input.
Welcome mistakes as part of learning.
Xceed expectations.
Yearn to connect, not correct.
Zest to make a difference.

© Meiji Stewart. 

Clarissa Stokes Advances in Management Training Program

Turner Enterprises, Inc. is glad to announce the promotion of Clarissa Stokes to Corporate Trainer. In a brief time, Clarissa has shown a stellar student mentality and an awesome work ethic. These traits have granted her great success and garnered the respect of her peers leading to the appointment of this leadership role. Amanda Marsiglio, Clarissa's mentor, says "Clarissa is an exceptionally bright young lady who had a great will to succeed and swiftly accomplished her goals." Turner Enterprises is proud to have Clarissa as an integral part of the team.

Turner Enterprises, Inc. Helps Raise Funds for Phenomenal Charity

Turner Enterprises ventured down to Atlanta to participate in a Charity Bowl-A-Thon to help support Operation Smile.  This phenomenal charity funds surgeries of less fortunate children in foreign countries who are born with facial deformities. Philanthropists from around the country traveled to help support this awesome humanitarian effort. Silent auctions, bowling, and raffles filled the day and resulted in over $10,000 raised for the charity. It was a wonderful experience and Turner Enterprises can't wait to kick off another round of fund raising efforts back home in Michigan!

Are Funny People More Successful in Business?

A review of a very interesting perspective on workplace humor offered to us by Forbes Magazine.

When thinking of humor in the workplace, your mental rolodex probably retrieves old school information that touts the idea that humor is too dangerous within the office setting.
Jenna Goudreau of Forbes Magazine concluded that well placed humor can actually be beneficial at work. Whether it helps to provide a fresh perspective or makes for a more colorful presentation, a humorous work environment definitely creates a more enjoyable work day and more genuine connections with coworkers.

There is little success where there is little laughter. 
Andrew Carnegie