How To Handle Rejection In Sales: Overcoming Your Fear of Rejection
If you're a financial advisor who wants to get more clients, make sure you get The Ultimate Financial Advisor's Guide to Getting More Clients. It's a PDF download that is sent directly to your inbox. Plus it comes with a money-back guarantee, so there's literally no risk.
Overcoming the crippling fear of rejection is one of the toughest things for salespeople to do. Since I coach financial advisors, I'm intimately familar with the tehnically-savvy advisor who knows everything about his or her area of expertise, but just can't get the sales part right. If you are a financial advisor who is struggling with sales, check out 37 Sales Tips for Financial Advisors. It comes in both an e-Book and audiobook format.
Here are two of the biggest reasons why financial advisors fail at marketing their services.
1. They don’t know how to market. (Fortunately, I solve that problem with The Ultimate Financial Advisor's Guide to Getting More Clients.)
2. They can’t/don’t want to deal with getting rejected. Let’s talk about this one.
If you are afraid of rejection, the odds of success are stacked against you. Nothing will grow your book of business than getting rejected ten-thousand times. I know, I know. It’s easier said than done. The fear of rejection still lurks deep within our lizard brains. Our brains can’t tell the difference between fighting for our very survival versus being told no from a prospect.
As a financial advisor, your goal is to develop and maintain lucrative relationships with affluent investors. Since most affluent investors already have an advisor, you must interrupt and disrupt the relationship. Most financial advisors are really afraid of the interruption/disruption part.
Speaking of interrupting, you’re always going to interrupt when you’re prospecting, and since relentless prospecting builds an incredible business, you must interrupt. It’s difficult to interrupt someone’s day because you don’t know how they will react. You become hyper-vigilant, interpreting their reaction to being interrupted as a rejection. Your lizard brain screams out “rejection” when all their behavior demonstrates is a reflex response to the interruption. We are all social creatures and want to be accepted, but you have to realize that your primal brain is killing your business. Relax. There’s no real threat.
Think of it this way – if a prospect has a strong personality and is giving you a serious rejection, appreciate it and go even harder if you want. Because when you DO get this person for a client, you’ve got him/her for life. Every other financial advisor who tries to lure the client away from you won’t be able to deal with the rejection. But you will.
You can’t control what your prospects say or do. In reality, the only things you can control are your actions and your activity level. What are you doing to do and how frequently are you going to do it?