Rejection is inevitable in sales, but how a salesperson explains that rejection to themselves determines whether they thrive or burn out. Daniel Pink explains explanatory style as a crucial element of buoyancy — the ability to stay afloat in an ocean of rejection.
Martin Seligman, a psychologist, did research on optimism and resilience and found that people interpret negative events either pessimistically or optimistically. Those with a pessimistic explanatory style see rejection as permanent, personal, and it affects everything. This often leads to self-doubt and withdrawal. On the other hand, salespeople with an optimistic explanatory style view setbacks as temporary, specific, and external, allowing them to bounce back quickly and stay motivated.
In order to shift to an optimistic explanatory style, try to reframe rejection as a temporary thing. A lost sale isn’t career ending, it’s just a single moment in time. Instead of thinking, “I always fail at this,” remind yourself, “This deal didn’t work out, but the next one might.” Also, keep your setbacks in perspective. A rejection isn’t a reflection of your entire ability. Instead of saying, “I’m bad at selling,” try, “This client wasn’t the right fit, but I’ll find one who is.” Lastly, look for external factors. Sometimes, rejection is simply beyond your control. Maybe the timing was wrong, or the prospect had budget constraints. Recognizing external influences shifts the blame off of yourself. By mastering explanatory style, sales professionals can turn rejection into a tool for growth rather than a roadblock, ensuring long-term resilience and success.
mccarthyAJ24 
mcbridesr24 
sanguigniac22
Yes! Having an optimistic explanatory style is essential to moving on to the next sale. It is so important as it allows you to accept rejection and reason why it happened. Rejection is unavoidable, so spinning it in a positive way will put you ahead of your peers.