Being Rejected Felt Great, Gave Me Drive

It was 2002, after months talking to Hyatt, I wanted to join their Business Development team in São Paulo, my hometown, for the launch of their first property in South America.

My determination and insistence did get me the job, however because my post was created later on, the geographical area that I was to prospect was very challenging (ABC region of SP).

Hyatt did provide me with amazing tools, training and leadership to support my skills and learning curve. Until this day I love Hyatt, specifically that Grand Hyatt SP and that amazing team.

After a few weeks I realize I had a great opportunity, where Pfizer decided they would not receive anyone from Hyatt. They were one of the biggest players, business had never been so great (Viagra launch), however Eduardo Moneró, in charge of events and hospitality decided Hyatt was persona non grata.

I have learned that Eduardo was a seasoned and great professional, so after consulting my manager, I decided to go to Pfizer every Wednesday, 10am, and after announcing myself to the receptionists, they would convey that Mr Moneró was busy and couldn't meet me. Even so I would stay there and wait for 40 minutes.

Every week this was the script and the tradition. I was very determined because I understood the potential of this client, and I was never bored and would fill the forty minutes writing down my reports on my PALM VX (ancient device, personal digital assistant). Pfizer had great air conditioning, free coffee, and after a few visits I started befriending the reception staff, so it was a great atmosphere.

After almost two months one day the receptionist was really smiling when she saw me, and after announcing my presence, for my surprise I was to go meet Mr Moneró and Monica Yamaoka. Arriving on his office I introduced myself, have him my business card and was promptly asked "Why are you insisting if I already told you that I would not talk to Hyatt?".

Time stood still, I had to come up with the answer that would provide me more time inside there, my Shangri-La. Not sure why it how, but I replied "I understand that you don't want to talk to Hyatt, that is why I am here, I am Georges, and this is who I want you to talk to". He then asked me to take a seat. This first visit and the second one I didn't even spoke about the hotel, I only spoke about myself and asked him a few different questions.

After this my business development growth rate completely changed, not only was I getting great business from Pfizer but also this contact opened many doors into other laboratories, banks etc.

I have learned that rejection is many times directed to specifics, and not to the totality of a being or situation. So if you face rejection, try and understand the reason for it,the person behind it and change your approach just to try again, believe me, most probably you will succeed. And just the exercise of utilizing this tool will make you a more dynamic and flexible professional.