Strategy & Execution

Using Rejection as a Motivator to Take You to the Next Level

High-performing producers and account managers have a positive attitude toward rejection. They use rejection as a motivator…a signal that indicates it may be time to tweak their performance. They ask questions such as, “What might I do differently?” or “How can I better present my value proposition?” Before moving on to the next opportunity, they use rejection to help them change the outcome of future opportunities. If you encounter a few rejections, do not be alarmed. This is natural. Yet a consistent pattern of rejections suggests that you need to step back and study the manner in which you are delivering your product, services, and resources. It may be that a simple tweak of your process, packaging, or positioning will create instant results.

The following represents five steps to use rejection as a motivator to take you to the next level:

  1. Don’t take it personally. The prospect or client is not rejecting you. Rather, they are rejecting your offering.
  2. Know when to cut your losses. Decide in advance how much time and effort you will put into the acquisition of a particular prospect. Use a “Criteria Filter” to screen out price shoppers.
  3. Rely on your support system. When confronted with rejection, your ego is damaged. It helps to open up to others to get your hurt feelings and frustrations off your chest. A support system enables you to heal the wound by offering encouragement, guidance and counsel. They also can offer constructive feedback.
  4. Maintain your focus of control. Focus on the controllable outcomes. Do not lose energy and confidence by dwelling on uncontrollable forces that influence the buying decision.
  5. Keep a positive attitude. Use your failure to connect as a learning experience…an opportunity to find out what you might do differently in each phase of your business development and client service process. With every “no” you hear, you are much closer to the next “yes.”

When faced with rejection, please consider the excerpt from Theodore Roosevelt in a speech in Paris, France on April 23, 1910:

“The credit belongs to the man who is actually in the arena, who face is marred by dust and sweat and blood; who strives valiantly; who errs, comes up short again and again because there is no effort without error and shortcoming; but who does actually strive to do the deeds; who knows great enthusiasms, the great devotions; who spends himself in a worthy cause; who at the best knows, in the end, the triumph of high achievement, and who at the worst, if he fails, at least fails while daring greatly, so that his place shall never be with those cold and timid souls who neither know victory or defeat.”

How will you combine drive and motivation to further develop your growth mindset?

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