Author: Devin Brady

20+ years as a sales leader/trainer/coach/manager- father & husband. I simply enjoy the continual pursuit of learning to help gain the edge in all facets of business and sales success. What I learn that works, I like to share. You are invited to join in on the journey by subscribing and by sharing your comments. Thank you for visiting!

4 Steps to Negotiating When You’re Intimidated By Rejection

If you’re terrified of getting the door slammed in your face, negotiation must be difficult for you! Just the thought that your efforts could be met with rejection might be enough to discourage you. If you are new to sales confronting rejection will become a common occurrence.

So where do you go from here? How do you get past rejection even if your first attempt fails? Getting past rejection may not happen overnight, but it’s certainly possible. In fact, what you really need is a few easy-to-apply steps to successful negotiation. Getting tips that keep you focused on your mission can ensure that you persevere. As you begin to make these easy steps part of your daily habits there are more advanced techniques in addressing and reducing rejection.

Check out these great ideas for scoring the upper hand with negotiations:

(1) Believe in your product or services. By far, this is the most important element of successful negotiation. While this may sound like an obvious point, the reality is there are many sales professionals that do not believe in their product or service. The lack of belief makes rejection almost an expectations, rather than an anomaly. In some cases it is not that sales professionals lack belief in their offering, they do not fully understand the problems that their service or product solves. You absolutely need to believe in your product in order to sell it!

When you’re confident, it shows in your eyes and body language. People are quicker to pay attention when they realize you stand 100% behind your negotiation point.

If you’re not sold on your product and the problems you are able to solve, chances are the other person may fail to take you seriously.

Standing behind your product gives you the bargaining ability to win over your potential customer.

(2) Prepare your case. Now that you've bought into your product, it's time to plan your approach. Decide how to express your case for the best possible results. Write out your high-level points and how those points tie-back to the needs of your customer. Think about what possible reasons the customer may object to. Give thought to both logical and emotional reasons. 

Is there any backup information you need to help support your case? Prepare it in advance.

Know your case inside out. If you're selling something that you know somebody wants, be able to negotiate and tell them why they want it!

Try to have a "yes" for every possible "no" the other party may pose.

(3) Embrace your human equality. At the end of the day, you’re just as good as anybody else. Avoid allowing your feelings of inadequacy to convince you to shy away from negotiation.

Remember that rejection doesn’t make you a failure. It simply gives you the opportunity to fine tune your approach. After all, experience is the best teacher!

Avoid contemplating that the other person may not want to negotiate with you. Think positively! You’re just as equal as the other person. Tell yourself that everybody wants to hear what you have to say.

You’re very deserving of the opportunity to negotiate your point. Seize it and make the most of it!

(4) Consider the worst that could happen. Take a moment and really consider the possible outcomes. What’s the worst that could come out of your attempts at negotiation? Just how life-crushing do you think the rejection could be?

If you’re honest with yourself, you’ll realize that you’re probably making it seem worse than it is.

The worst thing you can hear is “no.” And so what if you do? What possible damage can that word do to you? Absolutely none! Selling makes for a very interesting career for individuals who cannot learn how to deal with the word “no”.

Being rejected doesn’t make you any less worthy. In fact, consider that the other party is missing out on what you have to offer!

Rejection is a natural, ever-occurring part of life. You can expect to face rejection from time to time because not everybody sees eye to eye. But that’s what makes life so interesting!

Can you imagine how boring life would be if nothing you did was ever met with rejection? It would limit creativity and imagination. So do your part to keep constantly evolving. Be bold and ready to take on whatever is thrown at you!

A Calm Mind Makes Trying Times Conquerable

Difficulties give me an opportunity to exercise my focus and determination. During trying times I concentrate on maintaining a calm mind. This approach helps me to conquer the challenges that face me.

I avoid being reactive to difficult situations that catch me off guard. While it is easy to allow confrontation to anger me, I choose to take the higher road.

I spend a lot of time on nurturing my mind and spirit. I train myself to keep calm when that is the least natural approach. It forces me to develop the will to overcome the toughest situations.

When I encounter resistance, my first step is to silence the inner voice in my head that is reactive. I ignore the stirrings of impatience and anger that pull at me. I block them out completely.

I realize that giving in to negativity only serves to worsen any situation. My focus is on overcoming the challenge at hand by counteracting negativity with positivity and peace.

My wisdom in handling trying times encourages me to act from a place of calm reasoning. When my mind is calm, I am able to think things through. By rejecting unease at my core, I am able to make smart choices that produce better results.

Today, I am a conqueror. I can overcome any obstacle.

With serenity, I can see the value in all challenges that are presented to me. Even obstacles become worthwhile and meaningful when seen in this light.

Self-Reflection Questions:

  1. What exercises can I undertake to help me develop a consistently calm mind?
  2. How often do I encounter situations that are difficult for me to control?
  3. What assistance can I get from outside sources when dealing with trying times?

16 Empowering Beliefs to Live By

Your experiences are shaped by your thinking. Even obstacles have a value when you can see it. You can develop convictions that will help you to feel happier and achieve more, regardless of the situation.

Consider these empowering beliefs that you can start using today to transform your experiences through the power of positive thinking.

Empowering Beliefs to Make You Smile

  1. I understand my potential. You can achieve amazing results when you put your mind to it. Feel excited about reaching your true potential.

  2. Practice gratitude daily. List each thing that you have to be grateful for. Remember to include the smaller items, like warm socks or basic food on your table. Expressing your appreciation reminds you of how rich you are and leads to taking less for granted.

  3. I learn from mistakes. You can make setbacks work for you by focusing on the lessons that they contain. Flubbing one customer presentation can teach you how to ace the next one.

  4. I find meaning in adversity. Tough times can be the most rewarding phase of your life. Know that you can emerge from any challenge with greater wisdom and courage. Look back at the obstacles you’ve already overcome, and reassure yourself that you can handle what’s ahead.

  5. I embrace change. Accept that life is a series of changes. Focus on the present moment, and prepare yourself to adapt to whatever circumstances come your way.

  6. I dream big. Expand your wish list. Setting demanding but attainable goals gives you adventures to look forward to each day.

  7. I practice forgiveness. Lighten your load by clearing away any resentment you’re holding onto from the past. Set reasonable boundaries while you respond with compassion when others disappoint you. Pardon yourself too.

  8. I give generously. Sharing your blessings makes you more powerful and joyful. Volunteer in your community and do one act of kindness for a person you meet today. Buy coffee for your co-workers or bring your spouse a small gift home after work. .

Empowering Beliefs to Make You Strive

  1. I take responsibility. You are in charge of your life. Hold yourself accountable for the outcomes you create. Celebrate the fact that you have the power to determine your own future.

  2. I apply effort. Figure out your definition of success so you know what is worth working for. Give yourself credit when you’re making progress rather than comparing yourself to others.

  3. I leverage my strengths. You have your own individual strengths that you can draw on. Figure out what you’re good at and what you want to do. Let that knowledge guide your choices.

  4. I listen to feedback. Ask for feedback so you can enhance your performance and show others that you respect their point of view. You grow faster when you gather solid input that you can translate into action.

  5. I ask for help. Expand your capabilities by building a sturdy support network. Carpool with other parents. Divide up household chores with your spouse and children.

  6. I connect with others. Moral support counts too. Surround yourself with encouraging people and friends. Participate actively in your faith community. Join a club with members who share your interest in a particular hobby.

  7. I recognize opportunities. Stay alert for promising openings. You may meet a new friend while you’re standing in line to buy your morning coffee.

  8. I try new things. Be open to experimentation. Go kayaking one weekend instead of playing golf. Tackle that BBQ Brisket that you’ve been wanting to perfect or pick up a musical instrument. You may discover hidden talents.

An upbeat attitude increases your happiness and productivity. Question your old assumptions so you can replace them with a new sense of certainty about yourself and your future. Adopt empowering beliefs that build up your confidence and prepare you for greater success. Start today. You’ll be glad you did!

Follow Up Tip #8

Tip # 8: Be persistent, polite, and professional but not a pest. 
 
If you follow this formula, about 70% of the time the client is there. But, that leaves 30% who are not for one reason or another. If the prospect is not there, leave a message so that he knows YOU called on time. Say,
 
“Hi Jerry, its Jim Smith from A-Z Company calling for our 9:00 am appointment. Sounds like you might be tied up for a few moments. I’ll call in 10 minutes if I haven’t heard from you. In the meantime, my number is ______”
 
Next, call in 10 minutes. Exactly. If the prospect is still not there leave another message:
 
“Hi Jerry, its Jim Smith from A-Z Company, following up on our 9:00 am appointment. Looks like you’re still tied up. Please give me a call when you’re free at —– —–, otherwise I will call you later this morning or early this afternoon.”
 
So far you’ve been persistent without being a pest.  Now, give the prospect a chance to call. A good rule of thumb is a half a day.  Four hours is plenty of time and space for the prospect to call you and more importantly, it doesn’t make you look desperate or annoying. Here’s what you can say,
 
“Jerry, it’s Jim Smith from A-Z Company, I called a couple of times today but as of yet we have not been able to connect. When we last spoke you were concerned about your current home price and lot availability. I have some ideas for you…So, my number is _______.”
 
Notice how the sales professional reminds the prospect of the call but does not make him feel guilty or embarrassed by using the phrase “. . . but as of yet we have not been able to connect.”  Also, notice that the sales professional reminds the prospect about their early talks and the “pain” the prospect was experiencing. In effect, he wants Jerry to think, “Oh. . . ya . . I wonder if he found a lot for me…I better get back to him.”
 
If that doesn’t work make four to six more follow up calls but space them three business days apart. This shows persistence but the calls are spread far enough apart that the prospect doesn’t feel like he’s being stalked.  If there’s no response by then, you probably won’t get one but at least you took a good stab at it.

If you do not get a response, I think that it is OK to ask if you should stop following up. You can say something like this: “I know how busy you are and completely understand if you just haven’t had the time to reach back out. But I don’t want to bombard you with communication if you’re not interested. Just let me know if you’d prefer I stop following up.”

Remain professional and give them a way out if you feel that they need one.

Follow Up Tip #7

Tip #7:  Build a follow up opening statement that gets through the clutter.

There are 4 simple steps to creating that pizzazz. First, introduce yourself using your full name.  Second, give your company name. Okay, so far it’s pretty obvious but Step #3 is where you differentiate yourself.
 
Remind the client why you are calling; remind your client what prompted the follow up call in the first place. This means going back to your initial call/visit and reminding the prospect of the “pain” or the “gain” that was discussed or hinted at in your previous call.  For instance,
 
“Jerry, this is Jim Smith calling from A-Z Company. Jerry, when we met last week, you had two concerns. First, you indicated that you were concerned about the value of your current home. Second, you were looking for info from other vendors in this area, but were having a hard time finding another one that fit your all of your needs. Has anything changed?”

It is very important that you make sure and ask this question, “Has anything changed?” In case he found another viable vendor, sold his house, or got laid off from his job. This will make sure that the topic of conversation stays relevant.
 
Jim reminds Jerry why he agreed to this call. He does this because he knows that prospects are busy; that they forget; or that the urgency of last week may not seem so urgent this week. So he scratches at the scab. Remind your client of the irritation and the move on to Step #4, the agenda:
 
“What I would like to recommend at this stage is two things. First, we discuss where you are at with your current home and second, we’ll take a closer look at your requirements. Then we’ll determine the next steps, if applicable. Is that fair?”
 
Clients like a clear, concise agenda. They want a sales professional who is organized and doesn’t waste their time. They want someone to takes control and move the call forward. This gives them confidence.
 
Finally, notice how the sales professional repeats a theme that he established in the first call and in his follow up e-mail. He indicates that they will “determine the next steps if applicable.”  It’s a nice touch and reduces client resistance.

Hope this weeks tip helps in your follow up. Leave a comment & share your tips to follow up success!

Devin

Follow Up Tip #6

Tip #6: Avoid being like everyone else.
 
Here is where so many sales professionals stumble and fall. Here some of the classic follow up opening statements blunders: 
 

  • “I was calling to follow up on the proposal.”
  • “I am calling to see if you had any questions.’
  • “I just wanted to make sure you got my e-mail.”
  • “The reason for my follow up was to see if you had come to decision.”

 
It is not that these opening statements are poor but rather it’s that they’re routine and common place. They do nothing to position you or differentiate you. What this really means is that you are perceived as yet another run of the mill vendor looking for a sale.  You need a little more pizzazz.

Leave a comment with some of your best follow up tips!

Devin

Follow Up Tip #4

Tip #4: E-mail a reminder with the agenda.

The day before your follow up call/meeting, send an e-mail to your prospect to remind them of your appointment. In the subject line enter the word: “Telephone appointment (visit) for August 16th at 9:00 am.” Note that the subject line acts as a reminder but it is vague enough that the prospect will probably open it. There is a hint that maybe the date and time has changed.

Your e-mail should confirm the date and time of the appointment and then briefly list your agenda:

“Jerry, Please allow 20 minutes for our conversation tomorrow. We’ll review your recent trip to our showroom, see if anything has changed and discuss any new questions that might have arose since we last talked.. And then we’ll determine the next steps, if any.”

Notice how the words echo the words that were used when the follow up was initially set. In particular, notice the trigger phrase “the next steps, if any.” The “if any” will help reduce some of the ‘stress’ or concern a first time prospect might have. Often they skip out on the follow up call because they are worried that they’ll have to make a commitment. This is natural and okay, BUT NEEDS TO BE DEALT WITH! If the prospect senses an easy, informal, no pressure type of phone call, he is more likely to show up on time for that call/visit.

I hope this tip helps you in your follow up efforts this week! As always, leave a comment.

Devin