Following is an actual rejection letter sent to a novelist who submitted a manuscript in hopes of being published. I have removed all names for privacy.
Dear Bad Writer,
Unfortunately it falls to me to inform you that (publisher name) will not be publishing your novel titled (novel title). While it is customary to send out a form letter in cases of such rejection, your novel was strikingly inept, therefore I felt I had to say a few words. One, you are not welcome to submit any future work to our office. Two, both myself and my assistant are considering legal action against you for wasting our valuable time with your relentless tripe.
Among the areas needing vast improvement are description, character development, and dialogue. The less said about the love scenes, the better. Were this novel ever published, it would likely result in the end of modern book sales.
Trying to forget,
WOWZA! Better keep that writer away from sharp objects! In the past we have discussed how salespeople might respond after rejection strikes, but today I want to turn this topic inside-out and look at rejection before it assaults the emotions. By that I mean providing a handful of suggestions that can aid salespeople in outsmarting this insidious condition that often leads to prospecting and proposing paralysis.
Apply PAM™ liberally – I cook a lot outside and nothing makes me grumpier than my steaks or chops sticking to the grill, and that tasty outer layer getting peeled off. Thank goodness for PAM™ and how it greatly decreases that outcome! Salespeople, especially when they are “solopreneurs,” need to mentally apply this wonder-substance to themselves in order to keep rejection from sticking to them and taking it personally.
We are often dependent upon others for our emotional security and happiness, and therefore feel less satisfied when we are rejected; so we just don’t go there. We must learn that prospects are rejecting what we are offering and not rejecting us personally. When we take things personal we are giving customers more power than they should be allowed to have.
Know your odds – It’s all about mathematics and there are really two numbers you need to establish. The first is how many contacts must you make to get an appointment, whether they be phone calls, emails, door knocks, etc.? The second number is how many contacts must you make in order to culminate in a sale? Both of these numbers are forms of closing percentages and can be established over a 2-3 month period by simply keeping score and tracking your activity.
Rejection is inevitable when you’re selling, but you may not get as discouraged if you know how much of it to expect. Your numbers are your numbers and once established they will help immunize you against rejection, because you will know mathematically how close you are getting to your next appointment or sale.
Must play in order to win – Just as you must buy a lottery ticket in order to have a chance to win, you need to develop consistent and systematic prospecting and follow-up habits to stay motivated in order to stave off the demons of disappointment. Scheduling those activities at the same time every day will help overcome the fear of rejection. Again it’s pure math; the more people you contact the more you are going to find who have an interest in your service or product.
Turn the other cheek – Don’t retreat from prospects just because they reject you. A rejection today doesn’t mean this buyer will never buy from you. Keep touching them in as many ways that might be productive. Through these various touches you will eventually establish yourself as an authority in your field and get a second chance. The flip side of that activity is that you will also feel better about yourself. Keep reaching out building bridges, not moats.
Use telescope not microscope – Salespeople will be much better equipped to deal with sales rejections if they look at the forest and not just the tree in front of their face. Long range personal goals give you better perspective when mixed in with your weekly, monthly and quarterly objectives. Goals that go beyond your business objectives help you persevere during tough times.
That Alaska cruise you’re looking forward to in 2020, or your daughter’s wedding that will certainly take place in only a few years will help you stay pumped up when the “no’s” just keep on coming.
Benchmark with peers – It’s easy to feel like the last man standing when it comes to rejection. A great buffer for that feeling is to reach out to other salespeople rather than withdrawing into isolation. Find a kindred spirit from your industry in another location that you don’t compete against and then reach out and talk to him or her occasionally to share ideas and help stabilize your emotions.
Hit the hooray button – Rather than focusing solely on the encounters where you got a bloody nose, also cite the “W’s” you put on the scoreboard. At the end of every day bring back up three or four achievements, even going so far as jotting them down in a journal. You will sleep better and realize that you’re making progress. It won’t take long to see that the positives outweigh the rejections and you will be psychologically healthier.
“I would recommend Doug and his sales training programs if you are looking to establish yourself and your company and attain sales growth. No one better in my book!!” Shaun Gilman-Memphis, TN. Could Doug be the missing piece to your company? Investigate HERE.
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