May 282012

Let’s face it. It’s never easy to deal with rejection, no matter what part of our life it may affect. Learning to deal with rejection can be very difficult, not only in our personal life but also in our professional life. It’s critical that a person listen and understand what you’re offering someone, so you receive a positive reaction. More importantly, it’s essential that YOU understand their needs and are able to articulate your thoughts and express your ideas clearly and to the point. The following information will hopefully teach you how to deal with rejection and even avoid it altogether if you can.

Before you decide to make a pitch for business, ask yourself a few basic questions. First, do you understand the needs, desires and problems of your client? This first step is the foundation, in how to deal with rejection or to prevent it in the first place. Successful people know and understand that it is critical to know their customer before approaching them or coming to a meeting. Most people jump right in and start making their sales pitch too quickly after the word “Hello…” you have just met the person they have no idea who you are and what you are about. This may result, in getting your idea or a sale pitch rejected early in the conversation. When we do this we tend to give the wrong or unnecessary information that has no value to the client. Take time to introduce yourself build relationship with you client. Impress them by addressing their company’s successes and then slowly show them how your service or product will be of value to them. This is done by being prepared before the actual meeting, through the research you complied beforehand.

Next, the one thing many people forget to do is “Listen.” This goes along way. The person may give you some hints as to what they want, need and don’t need or want. So don’t just ask questions of your audience or client. You have to listen carefully to what they are saying to you or how they respond to each question presented. Too often people are poised with the right questions to ask but fall short when it comes to listening for cues in the other person’s response. Remember, there is a purpose for us having two ears and only one mouth. This purpose is so that we learn to listen twice as much as we speak.

In most cases, the failure to listen occurs because we are either nervousness or lack preparation. So, before entering any meeting take three long and deep breaths, this will help you calm down and allows for time necessary to avoid getting all choked up.

Pay particular attention to physical cues as well. Everyone has some tell tale sign or important signals during the course of a conversation. This is most definitely true when confronting another in person and it can be applicable to other means of communications, such as telephone calls, IMs, email and texting. Some are verbal and some are non-verbal cues, listen to the tone of their voice and watch their body language. Be aware of long pauses, their use of punctuation, facial expressions, eye contact, etc. Most of our daily communication is done through unspoken elements. Listen to the words carefully also, listen for disagreeing words, the tone of the voice and the person’s facial expressions.

According to psychological research 7% of interpersonal communication is verbal and 96% of interpersonal communication is through our vocal tone and general body language.

So remember it is important to listen with your ears, but also with their eyes. If you follow the above advice, you will not only be able to deal with rejection but, you will find that you will not receive as many rejections as you have in the past. One last thing to remember, don’t think of negative response as a failure but, as chance to improve your sales pitch. If you do get a negative result, make sure you ask for feedback. So you don’t make the same mistake twice. Good luck, be healthy and successful.