Fear of rejection is normal. Nobody likes to be dismissed or feel like they didn’t make a connection. When you work in sales, though, hearing “no” is often part of the job. Prospects may already be working with a merch expert or they may not have the budget right now. While it may feel personal, rejection is often about something else entirely.

To help get your sales reps in the right frame of mind, Pipedrive’s Spencer Smith recommends following a few tips. We share his ideas for overcoming a fear of rejection in this issue of PromoPro Daily.

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  1. Deconstruct sales perceptions. Instead of going into sales calls thinking they’re “stereotypical salespeople,” encourage your reps to go into them with an open mind. Help them let go of any self-limiting beliefs.

  2. Shift the focus to activity metrics. Instead of putting pressure on broader sales goals, shift reps’ focus to celebrating quick wins or individual sales activities. According to Smith, this helps reps shift their focus from the result they can’t control (a closed sale) to the action they can (picking up the phone and making a call).

  3. Show salespeople how your offerings help customers. This is where case studies can be especially helpful. Make sure your reps have content that can help them pitch more accurately and go into calls with less fear of rejection.

  4. Build your reps’ confidence by investing in sales training. Sales calls feel less intimidating when sales reps feel confident. Smith recommends arranging specific training, like workshops or role-playing exercises to help your team members build soft skills.

  5. Let reps practice on low-risk prospects. According to Smith, new reps fearful of rejection should avoid dealing with the highest-value clients immediately. Instead, have them practice with lower-risk prospects to hone their negotiation and pitching skills.

  6. Help salespeople analyze their calls. He says sometimes sales reps reach a prospect at a bad time. Listening to sales calls can reveal the source of the rejection.

  7. View every “no” as one step closer to a sale. Take time to remind your team members that they’re capable and intelligent. Smith says that overcoming insecurities is part of the game in sales, so every objection is a chance to control the fear of failure.

Every sales rep gets turned down from time to time. Your team members may still feel a little uneasy before a difficult call or pitch but encourage them to keep moving anyway. They’ll become more confident when they realize they can handle rejection and come back stronger on the next call.

Compiled by Audrey Sellers
Source: Spencer Smith is the team lead for U.S. sales at Pipedrive. He helps his team drive new revenue growth and close new business.