Your sales team is facing rejection. How can you coach them to build resilience and bounce back stronger?

A "No" in sales can often be "Not Now". Only a fraction of prospects are currently in market. With that understanding my 5 step process is 1. Understand the "Why behind the No" 2. Plant the seed for future 3. Ask for recommendation of who else to talk to. Chances are the person can recommend peers in other companies, if they think you are genuine and will not hurt their reputation 4. Nurture the relationship 5. Track and Document the rejection to learn from it.

Rejection in sales is like a barometer, predicting the events soon to be. Use rejection to your benefit by asking why and what else questions. A rejection is really just a request for more information or reasoning. Remember, until you remove all uncertainty from the transaction… it’s simply not closing.

Rejection sucks and can be super discouraging. But it's all part of the game, and even the best salespeople face it all the time. What's important is how we bounce back. Let's focus on the positives: each "no" is a step closer to a "yes." Remember, rejection isn’t personal; it’s just business. Encourage the team to learn from each experience. Was there something we missed? Could we tweak our approach? Remind them that resilience is like a muscle—the more we exercise it, the stronger it gets. Share some success stories from people who faced tons of rejections before making it big. Keep the energy up, and let’s use each setback as fuel to come back stronger!

A real 'no' is better than a 'false yes'. At least the sales people know, and from there can focus their thinking and energy into other prospects. Staying with a 'false yes', can be at best a feeling of uneasiness, and at worse, a lost of faith in self. So maybe park it as a "no' for the moment. May I say thanks to those who said 'no'. And still hope that tomorrow it can become a 'yes'.

Rejection in sales isn’t just about the ‘no’ you hear; it’s about understanding the ‘why’ behind it. To learn from rejection, you need to dig deeper into the reasons. Create a feedback loop with your clients. After each rejection, politely ask for feedback on what didn’t work for them. This can provide insights into areas that need improvement. You can also use rejection data to identify patterns and use it to refine your approach and address these objections proactively in the future. This will help you ensure that your team isn't just guessing but making informed adjustments. Most importantly, teach your team to separate personal worth from professional outcomes. Rejection is a part of sales, not a reflection of their abilities or value

Reframing mindset comes from knowing that GTM is called funnel for a reason - things will filter out due to lack of match. Your success is in taking it as a learning experience and getting better at reading the signal earlier through better discovery and alignment.

A prospect who says "no" today could say "yes" in the future. Relationships are everything in sales. How you handle yourself, and your company's brand, can set you apart from those who choose to burn bridges.

Your response as a leader boils down to what stage of the pursuit / discussion is your Sales team facing rejection at. Early rejection has more to do with quality/fit of prospect vs later stage that aligns more with product (feature) gaps. Understanding this difference will enable a more appropriate response to the issue

when we didn't close the Anderson deal, it was due to their internal changes, not our skills. Remember, every 'no' brings us closer to a 'yes,' so let's stay positive and keep pushing forward!

Encourage your team to view rejection not as a setback but as a learning opportunity. Create an environment where it's safe to make mistakes as long as we learn from them. Help them understand that every "no" is a step closer to a "yes" and that rejection provides valuable insights into refining their approach. Promote a growth mindset culture by celebrating efforts and improvements rather than only wins. Implement team meetings regularly to discuss and share experiences with rejection and the lessons learned.

Strengthening sales skills builds resilience against rejection. Here's how to approach it: - Enhance techniques: Focus on improving communication, negotiation, and closing skills. - Use role-playing: Practice various scenarios to prepare for objections. - Build confidence: Equip your team with the skills to handle rejection effectively. - Refine strategies: Continuously update and improve sales strategies based on performance.

For instance, during our last coaching session, we practiced overcoming price objections, which helped us secure the Thompson deal. Let's continue honing our communication, negotiation, and closing techniques through role-playing to build our confidence and resilience against rejection.

Sales Coaching focused on skill building is crucial. Understanding the Sales Cycle and common objections at each step and how to manage objections will equip my team as they go about the daily grind. The sales cycle begins with Prospecting followed by Approach, Presentation, Closing and Servicing. Caddying rookies is an effective skill building strategy because on the job training beats theory. A day devoted to product review will build both skills and confidence. Knowledge is Power. A buddy system where a tenured team member is paired with a rookie will greatly help to build skills and the rookies feel they have a support system apart from me.

Ante un mercado cambiante debemos también cambiar nuestro discurso y nuestras estrategias. Lo que hacíamos y como lo hacíamos hace un año lo más probable es que no sea suficiente para obtener los resultados hoy en día. Todo cambia y nosotros quietos nunca

let's aim to secure five new leads each week, knowing that not all will convert. Celebrating each new lead as a win keeps our morale high and helps us focus on our progress, maintaining positivity and motivation despite any rejections.

hold weekly meetings where we share both our successes and challenges. By discussing what didn't work with the Patel account, we can learn together and see failure as a growth opportunity. This supportive environment will empower us to take risks and quickly recover from setbacks.

Embracing continuous learning fosters resilience and adaptability. Here's how to implement it: - Encourage exploration: Promote workshops, books, and courses to enhance sales skills. - Stay informed: Keep up with the latest trends and techniques in sales. - Inspire growth: Use new knowledge to refresh approaches and strategies. - Adapt and persist: Apply insights to handle rejection more effectively and persistently.

The best investment one can make is on himself. Continuous learning is sharpening one's saw. As an Agency Leader and Sales Coach, I put great value on attending workshops, podcasts and conventions. The penultimate event on continuous learning is the Million Dollar Round Table Annual Meeting. The members represent the top 6% of Financial Advisors worldwide. Sharing of best practices in the norm in the life insurance industry. Membership to an association in your industry is another platform for continuous learning, while having fun building friendships and connections.