Friday, June 10, 2011

REJECTED (Now I know I'm a salesperson)

Let me set the scene for you:
I walk into a potential customer for a meeting and am greeted by another employee.  I tell them who I am to meet with and….he’s not there; which is then immediately followed with a question/statement: “Did you have an appointment…Oh…I see only kind-of.”
REJECTED! This was the first time since beginning this process that walking into a situation I felt judged as a salesperson, not just a person.
I knew it would happen, in fact I expected it to happen earlier.  I am also sure this will be far from the last time it happens.  Rejection is part of what you sign up for when you start a career in sales (I know that) but it doesn’t take away the sting of the first time.  It wasn’t that the person I was supposed to meet wasn’t there; I understand that things come up.  It was the way that I could see their co-worker looking at me with a half smile (which may be an exaggeration, I am not sure) their body language saying, “You are just another sales person who thinks they can come in here and pull one over on us.”  It made me feel like a fool, like he didn’t believe that I had actually spoken to this person and we had agreed upon a time to get together.  I sat and waited for 10 minutes, then I left my card with the receptionist and said I would call back to reschedule.  It took those 10 minutes to pull myself together and realize that my time is just as valuable as their time. 
As I reflected on how this situation affected me I thought of other times in my life outside of work I have felt rejected.  Recently I had a very frustrating flight experience including cancellations, delays, you name it and it happened on this trip.  I called the airline to tell them my story and in return I was hoping to gain some additional frequent flier miles. (Who doesn’t like a free flight?)  The first person I spoke with said flat-out that it wasn’t possible and the request was asking for too much. He said he would transfer me to another department; hold please.  During my hold time I thought about my request and determined that it was not outrageous and I adapted my style and tone with the next representative who almost immediately agreed with me. By the end of the conversation the miles were mine.
Back to the meeting that never was - I had two options.  I could not call back and let this opportunity fall to the side, or I could make the call to reschedule and prove that this meeting was worth the time.  Having chosen to make the call I rescheduled the meeting for next week and I can’t wait to go back in there with my head held high and turn this opportunity into business for The Hope Group. 
My first taste of rejection was a reality check. When you hear “no” it is easy to walk away.  What will set you apart and make you great is when you find out WHY they said no.  It could be pricing, the wrong product, lead times, or as hard as it is to swallow, it could be you and your approach.  It is when you understand the “why” that you are able to adjust and turn the next call into a YES!

Lori Wessels
Parker Hannifin
Product Support Specialist



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