The first and most important thing we all know about rejection is that it really feels bad. I have never met anyone, who feels great after been rejected, either by someone in a romantic setting or in a sales situation at work. So if rejection feels so bad, yet managing it is such an integral part of achieving sales success. How can sales people overcome their fear of being rejected, as success in sales depends on a sales professional’s ability to accept or mitigate rejection and continue to be positive, inspired and passionate, throughout the day? The better equipped you are to mitigate or eliminate your fear of rejection, the better the results, you will achieve as a sales professional.

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Is there an Antidote for Rejection?
The f irst and most important thing we all know about rejection is that it really f eels
bad. I have never met anyone, who f eels great af ter been rejected, either by
someone in a romantic setting or in a sales situation at work. So if rejection f eels
so bad, yet managing it is such an integral part of achieving sales success. How
can sales people overcome their f ear of being rejected, as success in sales
depends on a sales prof essional’s ability to accept or mitigate rejection and
continue to be positive, inspired and passionate, throughout the day? The better
equipped you are to mitigate or eliminate your f ear of rejection, the better the
results, you will achieve as a sales prof essional.
Antidote for Rejection
Action Idea: The f irst step towards managing or mitigating the way we f eel when we experience rejection,
starts with accepting that f eeling bad, is a natural response, when anyone rejects you. I believe that this is
the f irst step towards overcoming your f ear of rejection, as it prepares you to challenge the way you f eel
and empowers you to start the process of changing your belief around rejection.
Remember that if you want things to change, all that you need to do is change the way you look at those
things. The f irst change I would ask you to make, when it comes to rejection, is that you accept the notion
that rejection does not exist at all. Wow that sounds like a really outrageous statement right.
Wrong: Try to think about rejection this way. Bef ore you ask a beautif ul girl out on a date, you do not have
a date with her. If you ask her out on a date and she says no, you still do not have a date. So nothing has
changed. If you however ask her out and she accepts. Only then has anything changed. So as nothing
changes when someone says NO! There really is no such thing as rejection. There is only “ACCEPTANCE”,
because only when people accept your of f er does anything actually change.
Have Alternatives
If accepting that rejection does not exist at all, is a bit of stretch f or you, then you can try the next
technique I use, to allow me to overcome my f ear of rejection. I always make sure that I am well prepared
and I have a number of other alternatives in my sales f unnel. It is f ar easier to manage my response to any
possible rejection, as I have so many great alternatives available in my sales f unnel. So if f or whatever
reason I am rejected and I am unable to close a single sale, it does not appear to be such a huge issue at
all.
I am sure that you have observed real players in action in a bar or night club. They seem to handle rejection
in their stride. The reason they can be so casual about rejection, is that, bef ore they start on their crusade,
they have identif ied a number of possible candidates to approach and so when the f irst lady says no to
them, they are very quick move onto the next alternative. These players, simple say “NEXT” and move onto
the next most suitable alternative.
NEXT
Imagine how your sales would improve, if you could f eel the same af ter being rejected by a prospect, where
instead of f eeling like your world came crashing down, you instead stayed motivated, inspired, passionate
and driven to move onto the next prospect. The easiest way to mitigate the way you f eel about being
rejected, is to have a plan B or C or even more plans available. When you put all your eggs in one basket,

2. being rejected seem overwhelming and it will be dif f icult or impossible to, stay inspired and driven af ter the
encounter.
Contingency Plans
I have heard about poor sales people, who virtually burn their boat on the shore and f ocus all their
attention on one or only a f ew prospects at a time. I am a great believer in prioritisation and f ocus, as both
are crucial success tools. I am however not naïve enough to put all my eggs in one basket, when it comes
to building my sales f unnel. Never be over conf ident about closing any sale. Yes of course you must believe
in what you sell and the value it of f ers, but always be prepared to walk away f rom any sale at any time. This
puts you in a f ar more powerf ul position to negotiate a f air deal f or yourself . When anyone has you up
against the wall, you are in a very weak position and as such you can never negotiate a win – win deal.
Getting my book Published
I have written a new book and am very keen to get it published by one of the traditional publishing houses. I
have so f ar been rejected by a number of them. Frustrating, of course! Upset, maybe! But you know what
keeps me going. I have a list of over 20 publishers, which I have approached, so each rejection is simply a
“Not now, thank you”, so all I say is “NEXT” It really is an empowering f eeling to know that I have other
alternatives available.
My Final Secret
The f inal trick in my rejection toolkit is “GRATITUDE” I stay f ocused on all the wonderf ul things, which I
have to be gratef ul f or in my lif e. This helps me to remain f ocused, inspired and driven, despite any
negative f eelings, which may well up inside me, should I be rejected by anyone.
So now that you know my success antidote f or rejection, how are you going to change things in your sales
environment to make rejection, less intimidating?
What are you going to do dif f erently the next time you f ace rejection?
How are you going to create a f ew alternatives to support your business?
What contingency plans are you going to put in place?
What are you gratef ul f or and how can you use this to help you mitigate rejection?
The more choices you have, the greater will be your f reedom to choose how you want to create meaning
and happiness in your lif e
Andrew Horton
Get Your Team to Consistently Exceed your Sales Targets
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