Selling in a Crisis

21When You Hit the Wall of Rejection, Keep Going

During a crisis, you will get many more prospecting objections than during times of abundance. Because you'll be interrupting stressed out, overwhelmed, unhappy people, these objections will be direct, harsh, cold, and personal. Sometimes, people will take their frustration out on you.

Facing this onslaught of objections will be emotionally uncomfortable – especially if you are the kind of person who avoids conflict and rejection. At times, you might feel like a human punching bag.

You will be tempted to quit prospecting. Rather than seeking out more rejection you may complain about how no one is buying. You'll allow yourself to be distracted by trivial things rather than talking with people who will likely reject you before they buy from you.

Beware. In a crisis, if you allow tough objections to hold you back from prospecting, you'll dig yourself a hole from which you will not recover. When you hit the wall of rejection, you cannot turn around and go back. You cannot stay where you are and do nothing. You must bounce off easily and find a way to get past, around, over, under, or through rejection.

Objections teach you what not to say. When prospects push back, if you are paying attention, it helps you iterate and hone your message so that it is more relevant on the next attempt.

In the middle of the last crisis, my son made a prospecting call to a CEO. He was immediately shut down with an ugly NO!

“You are wasting my time!” ...