There's no question that, in today's business environment, new business prospecting and selling is more challenging than ever: reaching decision-makers, dealing with gatekeepers (or even getting a live person on the phone!), securing meetings or appointments for conversations, gaining commitment for next steps, etc. It's all compounded by the ever-increasing influence of AI in our businesses. Am I communicating with a live person or an avatar?!
The fact remains that professional selling is a high-rejection occupation. Where else can you show up with the assurance that you'll be turned down fifteen times daily? Who else (other than lawyers and politicians) bears the brunt of jokes and questionable ethics?
Successful salespeople know that these things come with the territory. The key is not to take them personally and to realize that "if it doesn't kill us, it will make us stronger."
So here, courtesy of our founding father, David Sandler, is a list of reasons why we should be thankful for all the prospects we've encountered over the past year:
…FOR every "no" I've received from a prospect, which only made me stronger — even though at the time I thought it was the end of my career. It taught me to move on and find someone who was more qualified.
…FOR every prospect who backed out of a meeting, which left me disappointed and discouraged…and a special apology for all the wicked thoughts that went through my mind at the time.
…FOR every time you didn’t show up for a Monday morning appointment that had been confirmed, and one which I prepared for and worried about all weekend…you taught me how to relax and enjoy my family…seven days a week.
…FOR every "I want to think it over" I took…until I became strong enough to learn how to deal with a stall, which was really a “no.”
…FOR every other stall and objection you brought up…you made me a better salesperson by forcing me to use my knowledge and training to formulate a good response.
…FOR teaching me that money is a conceptual and not a technical thing, and that it was a good thing to establish what your real problems were, the implications of those issues, and what your conviction was to change them.
…FOR every receptionist and assistant you trained to fend me off in the reception room and on the phone…it made me realize they are professionals as well and needed to be understood and communicated with.
…FOR every time you misled me and didn't give me straight answers…which explains why some salespeople have earned the reputation they have.
…FOR every time I had to defend the business of selling, which eventually helped convince me that selling was a worthwhile, legitimate, and satisfying profession…despite what some may say. I also know that everyone is selling something to someone every day — even you!
…AND a final thank you, Mr./Ms. Prospect, for putting up with my ineptness, my "not-OKness," my fears, my worries, my self-doubt, my introversion, and all the other self-limitations I placed upon myself. Thank you for increasing my resolve…and helping me become the professional I am today. Thank you for helping me get rid of my “head trash” so I can do my job more effectively and be a better resource for my clients and customers.
