The Audible-Ready Sales Podcast Dealing with Rejection in Sales
Oct 15, 2024
John Kaplan, a sales leader and revenue-driving executive, shares practical approaches to handling rejection. He talks about becoming unoffendable and detaching emotion. He emphasizes reframing rejection as a learning opportunity. He explains keeping doors open after a no and building pipeline through more at-bats.
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Reframe Rejection As A Hurdle
- Reframe rejection as a hurdle not a final verdict.
- John Kaplan compares elite sellers' mindset to Kobe Bryant replaying losses to find improvements for the next win.
Kobe Story About Replaying Losses
- John Kaplan tells a Kobe Bryant story about sitting on the bench after a lost championship.
- Kobe replayed the game to identify improvements rather than wallow, illustrating learning-from-loss behavior.
Ask For Immediate Feedback
- Ask for feedback in the moment instead of projecting future outcomes.
- John Kaplan advises being present, then digging into why the buyer said no to uncover actionable information.