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Category: Leads · 4 min read

Overcoming the No’s and Rejections to a Better Response

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on December 10, 2019

author profile photo

on December 10, 2019

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Over the course of your career, how many times have you had a prospect tell you no? I would guess there’s been too many to count. It’s not a sign that you’re a bad salesperson, it’s a sign that you’re putting in a lot of effort and reaching a lot of prospects.  

The more rejection you face, the stronger you become. And, if you’re not already, you can use the “no” as a springboard to get to a “yes.”  

When a prospect says no, how do you react? Do you end the conversation there, or do you keep going and try to turn their no to a yes? To help guide your response, here’s how to help overcome and push past the initial rejection.  

 

Fight or Flight 

It’s a natural reaction to either go into fight or flight mode when we’re faced with a problem. But both of these responses are wrong. When your prospects tell you no, choosing to fight can escalate the conversation to a place you don’t want it to go. Telling them they’re wrong, they’re making a mistake, or they’re not getting it won’t help. Instead, it can harden your prospect and solidify their decision, rather than persuade them. Fighting someone about their rejection is not beneficial for you or for your relationship with the prospect.  

Running away, or flight mode, can also be detrimental. You don’t want to give up right away and encourage the prospect to leave. Both of these responses burn the bridge. A no from a prospect may damage the bridge, but it’s not beyond repair.  

When your prospects tell you no, choosing to fight can escalate the conversation to a place you don’t want it to go.

It’s All About Control 

So, how should you react? One word: controlled. Control your response, and you’ll control the situation. This is easier said than done. It’s natural to react emotionally and quickly, but resist that urge. Instead, be cool, calm, and collected. Take deep breaths. Take your time to respond, and don’t let your emotions pour out. The more rejection you face, the better you’ll get at controlling yourself. Remind yourself that you are in control, and you are able to change their mind. It’s just going to take a little more time.  

 

Be Patient and Listen 

When a prospect says no and turns you down, calmly ask them to explain. Get to the deeper reason why they don’t want to make a decision right now or say yes. Get to the why. This takes two important traits: patience and listening skills. Be patient with them and stay in control. Ask them open-ended questions about their retirement and what they want to do. People like to talk about themselves, so let them. This requires that you intently listen to what they’re saying. Don’t work on coming up with a response in your head. Really, truly, listen to them. Be present. If you do this and help them expand on their reasoning, you’ll be able to understand where they’re coming from, see their side of things, and keep the bridge intact. And, when you know their story, you can better help them create a solid plan for their finances and retirement.   

 

Pivot! 

Like the famous line in Friends, sometimes you have to “Pivot!” When a prospect says no, you have to try a different approach. You have to try another way to get across the bridge. To do this, work on eliminating their fears and emphasizing the value of working with you. Making big decisions about their future and finances can be scary, and your prospect may need time to think about it and consider what the best route is. Help them. Guide them. Give them the time to think, but reassure them that you know what you’re doing, and that you believe this is the right choice. You’re doing what’s best for them, so help them see that. Pivot to where they are, and show them the value of pivoting to where they want to be. 

Making big decisions about their future and finances can be scary, and your prospect may need time to think about it and consider what the best route is.

Don’t take no as their final answer. Don’t let their rejection bring you down. Instead, control your response and the situation by pivoting, listening, and coming to an understanding with the prospect that leaves the bridge intact. Even if, at the end of your meeting, they don’t decide to work with you, you can be assured that you did everything you could. And that’s all that you can do.

#19-0790-120520 

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Written By

Roger Davenport

National Vice President, Broker Dealer Development

Roger Davenport is the Vice President of Broker Dealer Development at Brokers International. Over the course of his 25 years in the industry, he has focused on building relationships with independent financial professionals, broker dealers and RIAs nationwide. Combined with his dedicated work ethic and unrelenting drive, Roger strives to assist financial professionals by creating detailed strategic and tactical plans to activate affiliations using insurance products.

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