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How can you overcome rejection and frustration in customer discovery?

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Customer discovery is a crucial process for sales engineering, as it helps you identify and understand the needs, challenges, and goals of your potential customers. However, customer discovery can also be a source of rejection and frustration, as you may face objections, indifference, or even hostility from some prospects. How can you overcome these negative emotions and stay motivated and productive in your customer discovery efforts? Here are some tips to help you cope and improve your skills.

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Amit Upadhyay

Neuroscience of Growth Mindset ? ? Sales Capacity Building ? L&D Head ? ? | Cardekho| Audi & Porsche | Toyota |X -…

1 Accept rejection as normal

Rejection is inevitable in sales engineering, as not every prospect will be a good fit for your solution, or be ready to buy, or trust you enough to share their problems. Instead of taking rejection personally, accept it as a normal part of the process, and learn from it. Analyze why you were rejected, and what you can do better next time. Use rejection as a feedback mechanism, not as a failure.

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Amit Upadhyay

Neuroscience of Growth Mindset ? ? Sales Capacity Building ? L&D Head ? ? | Cardekho| Audi & Porsche | Toyota |X - Door 2 Door Salesman
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One thing I have found helpful while dealing with rejection is that even if you get rejected you haven't lost anything. Why because the rejection doesn't mean a life time rejection, there is certainly an opportunity for reconsideration if you didn't burn the bridge during rejection and you may always stay in touch with those clients who rejected you to leverage them either as your prospective buyer or atleast they can recommend you, if you are generally in touch with them by looking at the bigger long term pictures of possible gains from the same client.

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2 Focus on the positive outcomes

Customer discovery is not only about finding out who is not interested in your solution, but also who is. Focus on the positive outcomes of your customer discovery, such as building rapport, uncovering pain points, qualifying leads, and creating value. Celebrate your wins, no matter how small, and acknowledge your progress. Keep track of your success metrics, such as the number of meetings booked, the quality of conversations, and the referrals received.

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Amit Upadhyay

Neuroscience of Growth Mindset ? ? Sales Capacity Building ? L&D Head ? ? | Cardekho| Audi & Porsche | Toyota |X - Door 2 Door Salesman
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An example could be when you go to sell an insurance to your customer. You might have gone to sell a car insurance. However, your ability to discover more about customer may give you another opportunity to cross sell or upsell or sell to his family or friends, all because you took intrest in knowing more about your customer

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3 Seek support and guidance

Customer discovery can be a lonely and stressful activity, especially if you are working remotely or independently. Seek support and guidance from your peers, managers, mentors, or coaches, who can offer you advice, feedback, encouragement, and empathy. Share your challenges and achievements with them, and ask for their insights and suggestions. Learn from their experiences and best practices, and emulate their behaviors and attitudes.

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4 Refine your customer discovery skills

Customer discovery is a skill that can be improved with practice and training. Refine your customer discovery skills by reading books, articles, blogs, podcasts, or videos on the topic. Learn from experts and thought leaders in sales engineering, and apply their tips and techniques to your own situation. Experiment with different approaches, tools, and methods, and measure their results. Seek feedback from your prospects, customers, and colleagues, and incorporate it into your improvement plan.

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5 Take care of your well-being

Customer discovery can take a toll on your physical, mental, and emotional well-being, if you do not take care of yourself. Take care of your well-being by maintaining a healthy lifestyle, such as eating well, sleeping enough, exercising regularly, and relaxing. Avoid burnout by setting boundaries, managing your time, prioritizing your tasks, and delegating or outsourcing when possible. Find ways to cope with stress, such as meditation, breathing exercises, hobbies, or therapy.

Customer discovery is a challenging but rewarding process for sales engineering, as it helps you find and serve your ideal customers. By following these tips, you can overcome rejection and frustration in customer discovery, and enhance your performance and satisfaction.

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6 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 can you overcome rejection and frustration in customer discovery?

1

2

3

4

5

6

1 Accept rejection as normal

2 Focus on the positive outcomes

3 Seek support and guidance

4 Refine your customer discovery skills

5 Take care of your well-being

6 Here’s what else to consider

Sales Engineering

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How can you overcome rejection and frustration in customer discovery?

1

2

3

4

5

6

1 Accept rejection as normal

2 Focus on the positive outcomes

3 Seek support and guidance

4 Refine your customer discovery skills

5 Take care of your well-being

6 Here’s what else to consider

Sales Engineering

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