Facing Sales Rejection

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Facing Sales Rejection


“ Rejection just motivates me to keep trying and to do better.” - Sasha Grey


Why do some people shy away from pursuing sales as a career ? Rejection. Who wants to face rejection ? No one that I know. The fact remains that if you are selling any product or service, you will inevitably face rejection from prospects who simply say “no”. Sometimes the prospect does not overtly reject you, but rather they ignore or avoid  you. They do not respond to your email , your texts,or return your phone calls. In this situation, it is easy to feel brushed aside and kicked to the curb. At a time like this, you have to look rejection square in the eye, take a deep breath, pick up your sword and shield; and run back into the battle. Here are a few tactics I have used over the years to cope with sales rejection.


Don’t Take It Personally. This is a tough thing to do but it works. It’s a mind game that you play with yourself that can keep you from getting discouraged and giving up. You tell yourself, “ This person is not rejecting ME per se, but rather my product or service. I am not a bad person. People like me and want to work with me. “ There could be any number of reasons why they shut you down. You may find out a later date, or you might never know. Detach and move forward.


Show Them the Value . Zig Ziglar, my motivational hero, liked to give the analogy that when prospective customers say “NO!”, they are merely telling us that we have not shown them enough value to equal their cost. If our value can effectively increase in the prospect’s eyes, so can our chances of landing their business. If you receive a “no” right out of the gate, take that as a challenge to show more value for your products or services. Assure your prospect that it is a win/win scenario. No one likes to lose.


Bad Timing. Timing is everything. The time to discuss how many children you would like to have is not when your wife is screaming in the labor and delivery room. Sometimes in sales, you can have the right people and the right product at the wrong time. This culminates in rejection with sayings like, “ not right now” or “ come back later”, which we realize can sometimes be stall tactics; but in some circumstances, can be very legitimate. How you handle this will probably depend on your type of sales and market place. I have seen residential sales people faced with this response, and they closed their eyes, opened them, then told the prospective client, “ Ok, let’s pretend it’s tomorrow. What’s changed ? Why not sign up today ?” If your market is more of a commercial nature, it might be wise to exercise some empathy, and set a later date as to when you can get back to the prospect. If an architect or end-user is in the middle of project, they don’t need a pushy salesperson hammering them for a decision and trying too hard to close them. Major turn off. Why not send them a meeting reminder with an invitation to talk about meeting ? This is not threatening to most people. “Ok… we can talk about this later. “ If you respect someone’s time, then they may be willing to give you more of theirs at a later date. This “not right now” response can be turned into a “ Yes !” in the future, ONLY if you are organized and diligent to follow up and keep your promise to contact this prospect. The fortune is in the follow up. I’ve seen it work.


Don’t fear rejection. Embrace it as part of doing business. Take the risk and keep knocking, and never give up !


“ Most fears of rejection rest on the desire for approval from other people. Don’t base your self-esteem on their opinions. “  - Harvey Mackay

Those Who Fish More Catch More Fish

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Those Who Fish More Catch More Fish


The charm of fishing is that it is the pursuit of what is elusive but attainable, a perpetual series of occasions for hope. - John Buchan


Clear blue skies and a calm aquamarine ocean described New Smyrna beach on our recent vacation. My wife and I decided to don the workout  shoes, and walk the mile and a half to the local bait shop. It was after 10:00 in the morning, and we could already feel the sun sizzling on our skin like applewood smoked bacon frying in a cast iron skillet. Being native Floridians, we expected that. What we didn't expect, was an untimely meeting with an expert angler named Bob.


Now Bob didn't have a department store pvc pole holder jammed into the sugar sand near the surf. He was no ordinary shore fisherman. Nope, Bob expressed his fishing hardcoreness with his sleek Aluminum fishing buggy, equipped with fat tires for navigating the soft sand. It didn't stop there. Welded into this buggy were 4-6 aluminum fishing pole holders, accompanied by an ice filled cooler, cutting board with fillet knife; and a shovel to bury fish remains. Bob was so confident of his system to catch fish, that he was well equipped to prep his prizes right at the catch zone. Did I mention his inclusion of a folding beach chair, accompanying umbrella, with a portable flip table which held a steaming cup of coffee ?


Needless to say, as novice fishermen, my wife and I were impressed down to our Asics. But wait, that's not all. Did I fail to inform you that Bob caught his own bait ? No second hand frozen-refrozen hand me down bait for him. He caught fresh sand fleas on the seashore, and baited his hooks with them. The whiting, drums and red fish love these appetizers! This guy was amazing! Of course, my timid wife asked him to show us how he caught the sand fleas, then shamelessly requested to keep some for our own fishing plans. Bob made the acquisition of bait look easy. We made a mental note that he had a customized metal tool in his pro fishing buggy, looking like a cross pollination of a dust pan with a spaghetti strainer; whose sole purpose was to apprehend sand fleas. Astounding ! Did I mention that during our 15 minute conversation with Bob, that he casually reeled in several fish? Where am I going with this, and how in the world does this relate to sales ?


Bob was equipped, focused and knowledgeable about fishing. He knew when, where, and how. He had developed an effective system, and he had the keepers in a bucket to prove it. We also discovered that he followed the tide charts closely, and fished as the tide was coming in every single day ! Did I mention that Bob fished every single day ? Now contrast that to people like my wife and I who are recreational fishermen. We don't have a system. We use any bait we can buy, and we fish when we feel like it ; instead of following the tides. And...we don't catch many fish. The truth is, those that fish more catch more fish. Those that make their plans, prepare their tools, and harness their energy into a consistent strategy; catch more fish. Those who know where the opportunities are, and show up ready and equipped, catch more fish!


Now that, my friend, can apply to sales and marketing , don't you think ? Bob schooled us in fishing. Pun intended. Go fish !


Like they say, you can learn more from a guide in one day than you can in three months fishing alone.
Mario Lopez

Have You Checked The Gauges of Your Life ?

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Have You Checked The Gauges of Your Life ?


“ Happiness is not a matter of intensity but of balance, order, rhythm and harmony. “ - Thomas Merton


Over twenty years ago, speaker and pastor Bill Hybels of Willow Creek Church, wrote a life-altering article about “ Reading Your Gauges “. No matter what your belief system is, Bill’s message is chock full of sound wisdom for any human being who's living in the twenty first century. His words are especially true for people like us - sales professionals who are constantly on the move . No movement, no commissions. Equally true- no rest, know burnout.


Bill paints the picture that each of us have at least three primary gauges on the dashboard of our life. There is a spiritual, a physical and an emotional gauge. Each gauge shows us how much fuel we have. These gauges need to be constantly monitored so we can stop,“fill up “ ; and keep our vehicle ( ourselves ) running in an optimum manner. Let’s take a look at each of these gauges.


Spiritual gauge. Do you have a belief system ? For me, my faith is at the core of who I am , and serves as the operating system for everything else in my life. My practice, in order to keep this tank full, is to engage in daily prayer, meditation and reading of scripture and other positive resources. I find that this tank fills up when I intentionally take time to reflect, be inspired by God’s fingerprint in nature, and connect with other positive people who hold to the same beliefs and convictions. If I neglect this gauge, I can become distant , cynical and want to withdraw and isolate. I can lose my bearings and feel a sense of purposelessness. Keeping this area of my life full, gives me focus and direction. What does your spiritual gauge read ?


Physical gauge. Living healthy does not happen by accident, it must be intentional. We can expend so much of our energy pouring ourselves into our jobs and responsibilities, that we allow our physical battery to run down. Stress can manifest itself in various ways, like developing poor eating habits, packing on extra pounds because we haven't carved out time to exercise. When we are fatigued, it is easy to reach out to artificial stimulants to keep us pumped up and moving ( like coffee… guilty on that one. ).  When was the last time you rested on the beach under an umbrella or kicked back on a balcony overlooking the mountains ? Do you have a meal plan or exercise tracker to help you stay fit ? Do you plan time into your schedule for leisure walks, resistance training or restorative yoga ? What is your physical gauge reading ?


Emotional Gauge. This can be one of the most neglected areas of our life, because it is so easily overlooked. Hybels writes, “ I have committed myself to installing an emotional gauge in the center of my dashboard and learning how to read it. I take responsibility to manage the emotional reservoir in my life. When my crisis hit, I didn’t realize my reservoir was depleted until I ( 1) began to feel vulnerable morally, (2) found myself getting short and testy with people, and (3) felt a desire to get out of God’s work. Suddenly I knew the tank was nearly dry. “ ( Christianity Today, Spring 1991 )


Bill shares about  intensive situations where he had to be confrontational, or engage in deep counseling sessions or exhausting teaching series. Sometimes he endured long board meetings dealing with significant financial decisions. All of these things drained him emotionally and were wearing him down. Do some of these activities sound familiar to you  ? Intense situations. Air travel. Driving in crazy traffic. Multiple presentations. Public speaking day on end? Tons of emails and phone calls to return. Quotas and numbers to achieve. Significant forecasting and reports due on specific deadlines. Pressure from upper level management. Do you think some of these things might deplete your emotional tank ? Do ever you feel depleted or drained at the end of the day ?


So how do we recharge our emotional tank ? Bill believes it requires a  “ slow , consistent charge “ , like charging a battery. It is not an immediate charge, like a pit stop in a NASCAR race, with changing the tires, refueling , and accelerating back onto the racetrack again. What recharges your emotional battery ? Each person is different, but for those of us reading this blog, it will definitely be something other than sales. For some, it might mean four hours on a beautiful green golf course. For others, retail therapy ( shopping ) and a day at the spa might be the ticket. What activities rejuvenate you ? It might be a trip out of the country to an all inclusive resort, or a cruise to a tropical oasis. Find out what makes you smile and brings you joy. This might mean rediscovering a hobby that you gave up to pursue your career in sales. For my wife and I , lately, it has been shore fishing in Florida. No great prizes to mount on the wall yet - mostly just feeding the fish with our bait ; but I cannot put into words the feeling of standing ankle deep in cool salt  water a few yards down the beach from my wife, and watching the sun in all of it’s glory  come blazing up over the Atlantic.


Do yourself a favor and check those gauges on the dashboard of your life. How do they read ? Are you pegging on “ E” in some areas ? Be intentional today about filling up those tanks and start  moving those gauges to “ FULL”. Safe travels.


“ Rest is not idleness, and to lie sometimes on the grass under trees on a summer’s day, listening to the murmur of the water, or watching the clouds float across the sky, is by no means a waste of time. “ - John Lubbock

Sales Lessons from Mexico

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Sales Lessons from Mexico

There's no lotion or potion that will make sales faster and easier for you - unless your potion is hard work. ~ Jeffrey Gitomer


Last summer, some close friends invited my wife and I to vacation with them at their timeshare in Puerto Vallarta, Mexico. Never traveling to Mexico before, we did not know what to expect ; but having heard of “ all inclusive resorts “ and “ beautiful beaches”, we were optimistic about our trip. On arriving, besides being struck by the beauty of the country, and the wide span between the opulent luxury of the resorts and the abject poverty that some lived in ; I was impressed by the overall demeanor and committed work ethic of the Mexican people - especially the sales people on the beaches. We did what most tourists do - hang out under the beachside umbrellas on king size lounge chairs, looking like basted turkeys being readied for Thanksgiving . Our resort was positioned on the white sandy beaches of the Pacific. Surrounded by rocky cliffs on Banderas Bay, we experienced five star service from the resort staff. What inspired me the most, though, were the beach vendors who sold their wares person to person,property to property, up and down the beach, every day.  Everything from pineapples and papayas was being schlepped in wheelbarrows, to jewelry and clothing hauled on their shoulders. If you happened to make eye contact with them, they would immediately head your way to show you their trinkets. Sometimes you just had to say to “ no, gracias “ , but if you hesitated for a moment, they were on you like sunshine on sunblock !


As a sales professional, I found the beach vendors motivating! Their diligence was infectious and their persistence formidable. Even though there was a language barrier between us, they did not let that stop them from showing us their products. They always smiled, though God knows how many miles they had already trudged through burning sand, in the hot sun, blown by salty wind. They weren't lying under an umbrella like a king or queen. They were simply trying to feed their family for just one more day. Some tourists were mean to them, but knowing their plight and sympathizing with their cause, I could only respect them for their drive to succeed. One vendor representing coverups & sarongs, actually left her product sitting on the edge of our chairs for an hour , and walked away to grab more inventory, while my wife made a selection in her negotiation. What trust ! You had to appreciate the perseverance it takes to cold call complete strangers with your product, and turn them into buying clients. Isn't that what we all face , every single day as sales professionals ? Minus the beach, of course.


Many lessons of life and sales can be learned from our counterparts in Puerto Vallarta. Smile and don't give up. Make eye contact with the prospect. Keenly observe body language. Be persistent without becoming obnoxious. Engage the prospect’s senses by allowing them to participate within the sales experience. Let them connect with the product, if it is tangible. Be willing to negotiate. Choose to have a pleasant attitude and be thankful for the opportunity to sell.


Though cultures may differ, the skills of human communication between the seller and the prospect are the same the world over. The best potion is hard work !


Happy sales and Adios !

Winning By A Nose in Sales

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Winning by a Nose


“ All the world is full of suffering. It is also full of overcoming. “ - Helen Keller


Have you ever noticed within a horse race that many times the champion might win by only a nose ? These are all qualified potential winners, and all are pushing the envelope to cross the finish line ; but only one get’s the prize. Likewise, in sales, I believe it is the small things that we do on a consistent basis that determine whether we win or lose. The first thing we must overcome is our own fear of rejection. We have to grapple with our feelings of inadequacy or “ not bringing it “. We can even stare down the fear of the “ what if’s” and our fear of losing the sale. We have to overcome the customer’s fears of not getting enough value for their investment. We overcome their apprehensions or questions regarding the viability of our product or service. We overcome their doubts that our company can perform in a timely fashion and do what we promised we would do. And we have to overcome the customer’s fear of rejection - that we will make the sale, pull up anchor, and head for the open seas , never to be seen again.


All of these things we must overcome by doing the little things we do every day, like : Keeping our word to do what we promised, showing up on time, troubleshooting problems, answering all questions , and following up when the sale is complete. If we do these things, executing them with a positive attitude of excellence ; then we are the ones who win by a nose !


I needed to purchase a vehicle last year, and had narrowed my choices down to a Honda Pilot or Toyota Highlander. My wife and I visited both car lots and test drove both vehicles. We landed on the Honda, and I will tell you why. The differences were minor, but the sales agent was the deciding factor. The Honda sales rep was a veteran representative who truly listened to what we needed and customized his approach to us. “ You don't want the fabric seats in this Pilot Mr. Hayes ? No problem, we can arrange aftermarket leather to be installed. “ They did and it was awesome. Not criticizing the Toyota rep, as he was a smart , likeable gentleman ; but right out of the gate, with my hand still warm from the introduction, he lifted the hood of the SUV and embarked on a long tirade about the features and benefits of the engine. I did not care. How does it drive ? That is what I wanted to know. Could I get my 6’4” frame into the vehicle easily, and would it be comfortable for my typical 300-900 miles per week of sales calls ? The Toyota rep, albeit intelligent, did not really listen to me. He was more concerned about showing me how much he knew, then he was about hearing what the customer wanted.  How many times have I done this with potential clients ? The Honda rep did listen, and got the sale. Both SUV’s were good vehicles, but the sales rep who listened got the business.


Can you apply that truth to your business ? Are we  going to close every single opportunity ? Not always, but we can try, right ? If we seek to overcome all objections and really listen to what our clients want, we can be that horse that wins by a nose. Stay in the race, keep overcoming, and we’ll see you in the Winners Circle !






“ One who gains strength by overcoming obstacles possesses the only strength which can overcome adversity. “ - Albert Schweitzer

All Salespeople Are Liars

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All Sales People Are Liars

To become a successful salesperson, you have to be a liar, right ? That’s what some people think. Some even believe that the words “salesperson” and “ liar” are synonymous. In a few cases, they might be correct. There are those working within the sales profession that would do anything it takes to get the sale, no matter how unethical. I knew a commercial sales rep who had the reputation of reading upside down documents on his subcontractor’s desk; and once leaving the meeting, would use that information to try and steal the business and bypass the subcontractor. It got to where the businesses he called on would never leave important papers on their desk. Pretty slimy, eh ?

Throughout my thirty plus years involved in sales, I have found most salespeople to be honest and ethical individuals who are consummate professionals. There are the few unscrupulous people who lie, cheat and steal; and soil the reputation of our great profession, but they are the exception rather than the rule. It’s like motivational speaker Jim Rohn says ( I paraphrase ) , “ There are only eight or nine nasty terrible people in the world. The problem is that they move around. “

At one point of my sales career, for a few short months, I accepted a position going door to door for a remodeling company in central Florida. I was assigned to work with a salesperson who was the “closer”. My job was to knock on doors, and once I had a qualified lead, my sales partner would set up a meeting and try to get a commitment from the homeowner on purchasing some type of exterior room, siding, etc from us. I received ten percent of whatever he closed from the leads that I brought him. Those of you who operate on straight commission understand with great clarity how challenging and stressful this type of job can be. It is feast or famine baby. One week you get a good check, and the next, nothing. I had to part ways with my “closer” the day that we pitched a homeowner on a screen enclosure, and after the owner declared our quote was too high; my salesman reached into his briefcase and pulled out another lower quote from a competing home improvement company. I quit my sales canvassing position that day. Please understand this wasn’t easy.  I had a wonderful wife at home, nursing our newborn baby boy ; but there was no way I could get up in the morning and face myself in the mirror, knowing that I was cheating and lying to people in order to make a living.

Based on my experience, most sales people feel the same way I do. Our desire is to provide a quality product or service at a reasonable cost, in a timely fashion ; so we can feed our families and lay our heads down on our pillow at night with a clear conscience. Our desire to succeed is coupled with our motivation to serve the customer. In the process of taking care of the customer’s needs, we find what we need. True salesmanship is a win/win situation, not a “ win at all costs”, as some would make it.

My challenge to all salespeople is “ prove the skeptics wrong” ! Show the critics by your life and actions that you can carry out your profession with honesty and integrity. Say what you do, then do what you say. Above all else, keep your word.  This is integrity. One message that aligns our words and our actions. No, all salespeople are NOT liars. Winners don’t lie, and liars never win.  

No legacy is so rich as honesty.  -William Shakespeare

Relational Selling

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Relational Selling

I have always said that everyone is in sales. Maybe you don’t hold the title of salesperson, but if the business you are in requires you to deal with people, you, my friend, are in sales.

Zig Ziglar

Who doesn’t desire true and meaningful relationships in life ? A friend of mine makes the statement that “ you know who your true friends are. They’re the ones you can call at two o’clock in the morning to help you pull your truck out of a ditch.” Agreed. Relationships on that level of trust don’t form overnight, do they ? Neither do client relationships.

Which is better - to have a string of one time transactions, or a client/ customer who returns and buys your product or services over and over again ? Relational selling comes across in our attitude and the way we treat our clients. Do we show up with the mindset of what we can get , or rather what we can give ? If we approach our customers with empathy and understanding, seeking to listen and not just regurgitate our spiel ; these actions will become a relational platform on which to build. You may be in retail sales, and asking yourself the question, “ who really cares ? I may not ever see this customer again anyway !” If that is your attitude, I can promise you that you probably will NOT ever see that customer again. On the other hand, if we find out their pain points, really listen to our client’s needs, and put forth the effort to respond with kindness and consideration ; the return will come back to us with abundance. “ But it’s all about making the sales and closing the deal, isn’t it ?” Well, yes it is and no it isn't . If we make the sale while meeting the specific needs of our customer, it becomes a win/win for both the salesperson and the client. I realize that No Sales = No food. Got it. We all need to pay the bills. I believe we can do that and still treat people well in the process.

Just like in marriage, how we say something is as equally important as what we say. Do our customers feel our empathy and concern in the way that we address them ? Do they know that we are ignited with their sense of urgency ? Are we patient with them when life and deadlines come crashing down on their heads? Do we back up and give them a little space, swallowing our own agenda and waiting for another day to close the deal ? That’s a tough thing to do. In my short stint of door-to-door sales, I was taught by my manager, once knocking on a door, to take a step back once the homeowner appeared in the doorway. This communicated to the prospect that you respected their space and you were not pushing yourself into their space.

Jerks may make one sale, but don’t expect that they will make the second with the same person. Have we built such a strong rapport with our clients that they feel good about us and our product, and actually want to do business with us ? As a matter of fact, they like us so much that they would rather see the business go to us than any of our competition ?  My sister-in-law sells furniture within the largest retirement community in central FL. She has shared multiple stories of customers that have purchased entire homes of furniture, only to return with another couple in tow who also need to furnish their home. What are her customers saying with their actions ? They’re saying in no uncertain terms, “ You took such good care of our needs, that we want our friends to experience the same kind of service ; and we want to bless you in the process.” Bottom line - relational selling produces long-term benefits that repeat over and over again. A little kindness goes a long way.

Kindness is the language which the deaf can hear and the blind can see. -Mark Twain

No act of kindness, no matter how small, is ever wasted. - Aesop