Certainly the biggest obstacle and the largest turn-off to becoming a salesperson is the rejection. But how we can deal with it?

1. HOW TO DEAL WITH
REJECTIONS AND
OBJECTIONS?
Practical Tools To Help You Deal With
Rejection And Objections.

2. 1. Root of the Problem
The objection that a
prospect gives you
is not the problem. It is
your emotional
response to the
objection that is the
problem.

3. 1. Root of the Problem
Once you are able to
remain emotion-LESS in
the face of the hardest
critique, your
brilliant mind will be able
to handle those
situations with ease.

4. 1. Root of the Problem
The problem is that
rejection stimulates our
most primal fears as
human beings and
causes deep emotional
and mental disturbance.

5. 1. Root of the Problem
Classic rules of
communication say that
when you are in a
heightened negative
emotional state, your
intelligence is low.

6. 2. Managing Emotions
The skill of being cool
and calm under fire is
extremely easy to learn
and rarely taught. It
starts by erasing your
own emotional
responses through
repetition.

7. 2. Managing Emotions
In the case of upset
clients or prospects, you
must learn how to
identify the emotion
behind their words. Once
you do that, their
objection begins to
subside.

8. 3. Turning Objections Around
Know also that behind every objection
lies a benefit.

9. 3. Turning Objections Around
For example: The objection might be, “The
kitchen in this house is too small!” but the benefit
is, “We made the kitchen smaller in order to give
more room to the living and entertainment area.”

10. 4. Wave Your “Magic Wand”
Another technique that
has worked wonders for
me is the “magic wand”
approach.

11. 4. Wave Your “Magic Wand”
When first interviewing a
new prospect or when
you receive too many
objections, ask this
question: “If I were to
wave a magic wand in
this case, what is it you
would want or what is it
that would work best?”

12. 4. Wave Your “Magic Wand”
This basic query
repeatedly creates new
avenues of possibilities
and opportunity.

13. Don’t take it personally. When a prospect
says “No” all he is saying is that he is not
interested in your product at this time or
that he doesn’t understand something.

14. It is not a reflection on you. Remember, tell your
inner voice to “STOP!” and turn it around by
isolating the incident. Say something like,
“Obviously, I had a tough time with this call, but I
still have great relationships. This doesn’t happen
all the time.”

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