Rose-Colored Lenses

Do you love being rejected?  Most people don’t.

Passed up,

overlooked,

rejected,

fired,

let go.

There are an awful lot of ways to say it. Whether it is rejection from college, a job, or a relationship rejection stings the same.

Most people avoid situations where they would be rejected, but not a salesman. In Daniel Pink’s book To Sell Is Human, he discusses the ocean of rejection and buoyancy. A good salesman knows how to stay afloat. Pink says that optimistic explanations are the key to staying afloat in stormy seas. Looking into the sales industry boasting high amount of turnover, several patterns emerge. Optimistic explanatory salesmen are 2-3 times more likely to stick with it after a year, and to close more sales on average. On the flip side, pessimistic salesmen are three times more likely to quit!

What does this mean? If you fail a sale, the way you explain it to yourself is important. Maybe the shop owner is low on cashflow right now. Perhaps the manager simply did not have enough time to meet with me and feel confident in purchasing. Salesmen who take it personally or blame themselves are more likely to leave the industry and sell less.

Pink also mentioned the importance of seeking positive interactions throughout the day. Start with some calls you know will be friendly, plan to meet a friend midday  or sit down to dinner with family. Managing a balance between positive and negative interactions is a great way to keep those lenses clear, and the attitude optimistic.

Pink highlighted three important trends in successful salesmen. Those who started their sales day by asking optimistic questions. Will I make a sale? I think I might! During sales calls, they were highly attuned to customer needs, and were not pushy to customers. Afterwards, they optimistically explained things to themselves to help rationalize their experiences before moving on.

In the ocean of rejection, taking the time to fasten a life vest is important. Take a minute before your next sales call to buckle up.