"DON'T TAKE IT PERSONALLY"… every time one of your Customers is preparing to give you some bad news, they always start with the disclaimer "Don't take it personally". They tell us that "it's not about you" or "it's not your fault" or "we just decided on someone/something else". As recently shared by author Seth Godin, there is a paradox here. First of all…how else do they think we would we take it?… they are rejecting us! They are telling us NO. It's hard not to take it personally. On the other hand, it's never personal, it's not about us… it's all about them! After all, they are the Customer.
Here is your ACTION STEP…it really boils down to staying Mentally Tough enough to handle the rejection and move on. Here's some ideas on how to do that:
1. Be sure that they really are saying No. Oftentimes a good question to ask is, "What do you need to see/hear/feel to help you… choose my solution… to meet your needs?". Maybe they aren't as sure about saying NO as they sound.
2. If it is a definite NO, then take a deep breath and get over it. Rejection is never easy and at the same time, it's part of the process of Commissioned Sales. Surely you did not expect everyone to say YES.
3. What would you normally do next if it was just another Sales call or phone call? Go back to your daily Routine. The faster you "get back on the horse", the quicker the pain goes away. NEXT.
4. If you are still having trouble "getting over it" there is one more solution. Decide on a specific length of time and date that you are going to be frustrated, disappointed, in mourning. When the time is up, it's business as usual. Make it a short cycle and get back to your life. No drama allowed.
The next time someone starts off a sentence by saying "don't take it personally" make sure you pay attention to what they said. It's not about you! It's always about them because that's who they are looking after. Great Salespeople work on their Mental Toughness every day. Focus on your victories, not your losses. Besides… your victories are a lot more fun to remember anyway. NO Excuses.