Write on Time: Tips to Get Over Sales Rejection Fast

by Adrienne Tange
EBSTC President-Elect

Adrienne Tange is the co-founder of Write on Time Solutions, LLC , a technical writing company that creates clear, concise and accurate technical documentation or Web content — always on time and on budget.

In her free time, she enjoys riding and showing her Arab horse.

One of the toughest aspects about owning a business is to hear a client say "No thanks" to your sales pitch or proposal. In this economy you may hear those two words more than you like. So how do you keep on selling after a rejection?

Melody and I have had our fair share of rejection, and have developed ways of effectively handling it. Here is what works for us:

1. When you are feeling down, talk to someone.

The advantage of a partnership is that Melody and I can cheer each other up. If you don't have a partner, find someone who will support you and put the rejection into perspective.

2. Don't personalize the rejection. Be objective.

We have all heard this before, but it is especially true in business. Typically, most times when a prospect doesn't buy your service, it is for a business reason, such as lack of money, and nothing else.

3. Realize you will need so many noes before you hear a yes.

Turn each rejection into a statistic. For example in your sales cycle, you may have to hear eight noes from prospects before you hear one yes. Knowing this, if you receive a rejection, you can say to yourself, "That's OK because I need eight noes before I make a sale."

4. Use each sales pitch as a learning experience.

Melody and I examine each selling presentation, and list what we did well and what we could improve on. If you do this, you'll learn from your mistakes and continuously improve your pitch.

5. Go out and do something else.

Sometimes you just need a break from business. After work I ride my horse. Riding is therapeutic — when I ride I must focus on my horse, and so I tend to forget the troubles of the day. After my ride I always feel much more relaxed and up beat.

Melody Brumis and Adrienne Tange started their business, Write on Time Solutions, LLC, in 2007. Their technical writing company writes and maintains documents for businesses that do not have in-house publication resources.

Melody and I will be writing this column together to help you achieve small business success. If you have any questions for us, please email us at info@writeontimesolutions.com and we will address them in future columns.