Coping with Rejection and the Word No in Sales

The Luxury Of Choice - Sales Skills Podcast

In this episode of the Luxury of Choice podcast, host Steve Vaughan, fellow sales trainer Jane Green and new colleague Debbie Airey discuss the challenges of facing rejection in sales, particularly the word 'no.' They explore the emotional impact of rejection, the different types of 'no' responses, and the importance of asking open questions to understand customer needs better. The conversation also delves into the sales process, the significance of effective prospecting, and strategies for resilience in the face of rejection. The episode concludes with practical tips for handling objections and maintaining a positive attitude after receiving a 'no.'
Takwaways:

• Rejection is a common part of the sales process.
• Understanding the emotional impact of 'no' is crucial for salespeople.
• There are different types of 'no' responses that can guide future actions.
• Asking open questions can uncover customer needs and objections.
• Effective prospecting requires a strategic approach and resilience.
• Sales is often a numbers game; persistence is key.
• Maintaining a positive attitude after rejection is essential.
• Building relationships with customers can reduce the frequency of 'no.'
• Sales training should include role-playing to prepare for objections.
• Understanding how customers prefer to communicate can improve engagement.

All views are the opinions of the individual trainers.
Music by artist.io

Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche Jayne Green and Debbie Airey are Sales Trainers from george james ltd. You can email the show at: [e-mail]
The trainers on LinkedIn:
Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/
Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/
Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/
Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/
Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/
Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/
Debbie Airey https://www.linkedin.com/in/debbie-airey-43026110/
george james training website https://georgejames-training.com/

Capíttulos

1. Introduction to Facing Rejection in Sales (00:00:00)

2. Understanding the Emotional Impact of 'No' (00:03:10)

3. Types of 'No' and Their Implications (00:06:13)

4. The Importance of Open Questions (00:09:25)

5. Navigating the Sales Process and Objections (00:12:16)

6. Prospecting: Strategies and Resilience (00:15:19)

7. The Numbers Game in Sales (00:18:14)

8. Final Thoughts on Handling Rejection (00:21:14)