As an experienced sales leader, I’ve learned a lot of valuable lessons over the years. But there are a few key insights that I wish I had known from the very beginning of my sales career. In this in-depth blog post, I’ll share the three most important things I wish I had known before I started selling.
Lesson #1: No is Part of the Deal
One of the biggest lessons I had to learn early on is that hearing “no” from prospects is simply part of the sales process. When I first started out, I took every rejection personally and let it get me down. I would agonize over what I did wrong or how I could have done better to get the prospect to say yes. But the reality is, no is a natural part of selling. Prospects are busy, they have their own priorities, and they may not be the right fit for your product or service. And that’s okay! In fact, learning to embrace the “no” is crucial for long-term sales success. The worst is not the no, the worst is if they don’t say anything and you don’t know if you should go back or not. That uncertainty can be paralyzing for new salespeople. But the key is to not take the “no” personally, and instead focus on how you can add value and continue the conversation.How to Handle Rejection
- Don’t take it personally. Remind yourself that the prospect’s “no” is not a reflection on you as a person.
- Ask for feedback. Find out why the prospect said no so you can learn and improve for next time.
- Focus on adding value. Think about how you can continue to provide value to the prospect, even if they aren’t ready to buy right now.
- Keep going. Rejection is a natural part of the sales process. The more you can embrace it, the more resilient you’ll become.
Lesson #2: Consistency is Key
Another crucial lesson I wish I had known from the start is the importance of consistency in sales. When I first began my sales career, I would have these amazing winning streaks where I would close deal after deal. But then, inevitably, I would hit a rough patch where nothing seemed to be going my way. The good things come together, you win, and then immediately you win the next one. But when you lose or things go bad, they come all together. This cycle of feast and famine is common for many salespeople, especially when they’re first starting out. The key is to develop a consistent sales process and habits that you can stick to, no matter what’s happening with your results. As Michael says, “you just keep up the rhythm, you keep up the consistency of the work, if whatever you feel good or bad.” This could mean doing a certain number of cold calls or sending a set number of emails every single day, no matter what.Developing Consistent Sales Habits
- Set daily/weekly sales activity goals (e.g. 20 cold emails per day, 10 calls per week)
- Create a sales routine and stick to it, even when things are slow
- Celebrate small wins to stay motivated during tough times
- Analyze your sales process to identify areas for improvement
- Seek out accountability partners or a sales coach to keep you on track
Lesson #3: Rejection is an Opportunity
The final key lesson I wish I had known from the start is that rejection is not the end of the sales process – it’s an opportunity to add value and keep the conversation going. It’s okay to go back, but go back in a way that you can keep going back by adding value. This is such an important mindset shift for new salespeople to make. Instead of seeing a “no” as the end of the line, I’ve learned to view it as a chance to demonstrate my value and build a stronger relationship with the prospect. Maybe they’re not ready to buy right now, but by continuing to provide helpful information and insights, I can stay top-of-mind and potentially convert them down the line.Strategies for Turning Rejection into Opportunity
- Ask for feedback and use it to improve your approach
- Offer to check in periodically with relevant updates or resources
- Suggest alternative solutions or ways you can still provide value
- Invite the prospect to connect on LinkedIn or subscribe to your content
- Leverage your network to get a warm introduction to the right decision-maker
