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How do you maintain motivation when facing a string of rejected sales pitches?

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In the high-stakes world of outside sales, maintaining motivation after a series of rejected pitches is crucial. It's a common scenario: you've honed your pitch, you know your product inside out, and yet, the door keeps closing. But remember, each 'no' is not a dead end; it's a step closer to 'yes'. Your ability to bounce back and stay motivated can set you apart from the competition. It's not just about resilience; it's about strategy, mindset, and continuous improvement. Let's delve into how you can keep your spirits high and your performance on track, even when the going gets tough.

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Paul Davison

Chief Sales Officer @ Chief Outsiders || Helping CEOs Bring Their Growth Vision to Life | Building High-Performance…

1 Reflect Deeply

After facing rejection, take a moment to reflect deeply on each interaction. Analyze what went well and what didn't. Was there a moment when the potential client seemed to lose interest? Could you have addressed their needs more effectively? Reflection is not about dwelling on the negative but about learning and adapting. By understanding the nuances of each pitch, you can fine-tune your approach, making small but impactful adjustments that increase your chances of success in future sales endeavors.

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Paul Davison

Chief Sales Officer @ Chief Outsiders || Helping CEOs Bring Their Growth Vision to Life | Building High-Performance Sales Teams | Optimizing Sales Process to Drive Revenue ??
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This is good advice but your reflections may differ slightly depending on how recent the rejection was. For example, recently I encountered a rejection that seemed a bit out of character on the part of the buyer. I immediately began to reflect on my approach to look for ways to improve, but I found my "inner critic" was punishing me emotionally for the rejection. However, a few days went by, and I learned that the buyer was under stress that he hadn't articulated to me on the previous call. He ended up apologizing and the deal got turned back on. The lesson is to reflect, but don't beat yourself up, because sometimes rejections have nothing to do with you...

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2 Stay Positive

Keeping a positive mindset is essential in outside sales. Rejection can easily lead to negativity, which in turn can affect your performance. Instead of letting it get to you, focus on the positive aspects of your job. Remember why you chose this career path and what you enjoy about it. Celebrate small victories, whether it's a compliment from a client or a part of your pitch that resonated well. Positivity breeds confidence, and confidence is key in convincing clients to believe in your product.

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Paul Davison

Chief Sales Officer @ Chief Outsiders || Helping CEOs Bring Their Growth Vision to Life | Building High-Performance Sales Teams | Optimizing Sales Process to Drive Revenue ??
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When I was an outside sales rep for a vitamin company many years ago, I was going through huge challenges both personally and professionally. I knew that I was doing everything I was supposed to be doing in my role, even going above and beyond, but I wasn't seeing the results just yet. One day I just adopted the attitude that whenever anyone asked me how I was doing, I would say that I was "living the dream," regardless of how well I was doing. At first it felt like I was lying, but soon I found out that everytime I said it, it brought a smile or a conversation to the person I said it too. Little by little I wasn't only cheering myself up, but I was cheering up everyone I came in contact with. And 6 months later I was promoted.

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3 Set Goals

Goal setting is a powerful motivator. Instead of dwelling on rejections, set clear, achievable goals for yourself. These could be related to the number of pitches you want to make each day, the number of new contacts you aim to establish, or even personal development objectives such as improving certain skills. Having these targets gives you a sense of direction and purpose, making each day an opportunity to progress towards something tangible, regardless of the immediate outcomes of your pitches.

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Paul Davison

Chief Sales Officer @ Chief Outsiders || Helping CEOs Bring Their Growth Vision to Life | Building High-Performance Sales Teams | Optimizing Sales Process to Drive Revenue ??
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Not only should you set goals, but you have to WRITE THEM DOWN! I've always said that the first step towards manifesting a goal in the real world is to think of the goal, then write it down, and then share your goals with people you trust. I call this "throwing your hat over the wall," referencing a story about JFK as a kid, when he wanted to climb over a wall that all the other big kids were climbing over but couldn't. So one day, he threw his hat over the wall and FORCED himself to get over that wall because he knew that if his mother caught him coming home with out his uniform hat, he would get into huge trouble. Now whenever I'm about to embark on achieving a goal, I "throw my hat over the wall" and make a voval, public commitment.

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4 Learn Continuously

In the realm of sales, continuous learning is your ally. Take advantage of every rejection as a learning opportunity. Stay updated with the latest industry trends, understand your competitors, and refine your sales techniques. Attend workshops, read relevant books, and seek feedback from peers or mentors. The more knowledgeable and skilled you become, the more confident you'll feel in your pitches, and this confidence can be the difference between rejection and a successful sale.

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5 Network Often

Networking is an invaluable tool for outside sales professionals. It's not just about expanding your list of potential clients; it's also about building relationships that can provide support and advice. Connect with other salespeople who can relate to the challenges you're facing. Share experiences and strategies for overcoming rejection. Sometimes, simply knowing that others are going through the same struggles can provide the motivation needed to push forward.

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6 Embrace Adaptability

Adaptability is a key trait for maintaining motivation in the face of rejection. The sales landscape is ever-changing, and so should your approach. Be willing to experiment with different sales techniques, pitches, and even target markets. Embrace feedback from clients, whether positive or negative, and use it to mold your strategy. Being adaptable means you're always evolving, making it less likely for rejection to impact your motivation negatively.

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James Rich

High-Ticket Sales Closer ? Leaders Platinum Award
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Ability to adapt is the key to sustained success. In an ever-changing sales space, rigidity simply won't cut it. Instead, l've cultivated a mindset of constant evolution and experimentation. Try new sales techniques, refine pitch & explore different target markets. Feedback from clients : positive or negative, is invaluable input that can mold & sharpen strategy. Keeping approach fresh & relevant, ensuring that rejection never dampens my motivation. This willingness to evolve & pivot will set you apart from the avg. It allows one to stay ahead of the curve, anticipate shifts in the market & provide clients with innovative solutions tailored to their ever-changing needs. Adaptability isnt just a skill, its a mindset that fuels consistency

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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How do you maintain motivation when facing a string of rejected sales pitches?

1

2

3

4

5

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1 Reflect Deeply

2 Stay Positive

3 Set Goals

4 Learn Continuously

5 Network Often

6 Embrace Adaptability

7 Here’s what else to consider

Outside Sales

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How do you maintain motivation when facing a string of rejected sales pitches?

1

2

3

4

5

6

7

1 Reflect Deeply

2 Stay Positive

3 Set Goals

4 Learn Continuously

5 Network Often

6 Embrace Adaptability

7 Here’s what else to consider

Outside Sales

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