Nobody likes rejection yet we all know it’s part of a salesperson’s day-to-day. An agent who doesn’t get rejected is probably snoozing on the job!
How one deals with rejection differentiates an upstart agent from the winning salesperson. Do you look at rejection as a closed door? Or, can you see the cracks that hint at a start of a business relationship?
Look at a sales rejection email as a positive. It continues your conversation with your prospect. It leaves open several ways to engage with your lead, find out the root of their objection and reframe the solution that you offer.
Here are a few tips on how to reply to a rejection email.
Rejection Email Response Strategy 1: Reframe
Reframing your rejected pitch is a lot like applying the filters that your prospect views your proposal with. It involves using the information offered by your prospect to restate your offer. When done correctly, you can make them see your product in a different light, without being too pushy or contradictory. You are practically saying the same thing except that, now you consider their viewpoint.
Here’s an example.
Rejection email: We already work with your competitor, LinkedIn.
Your response: We use LinkedIn here at Facebook too. The social media company is actually complementary to what we’re trying to do. If you have ten minutes, I can explain this further.
Rejection Email Response Strategy 2: Look At The Big Picture
Sometimes, the specifics bog down possibilities of getting an agreement. When this happens, take a step back and talk about the big picture instead.
This does two things. You reframe the discussion towards something you and your prospect can agree on. You also steer clear of issues that are unnecessary and difficult to resolve at this point in your conversation.
Remember that you only need a foot in the door. When you get an agreement on something more general, you are engaging with your lead and keeping the conversation going. It is easier to get a time commitment this way.
Here’s an example.
Rejection email: A bucket of fried chicken is low in our priority list at this point because of our budget.
Your response: I understand that fried chicken is low priority right now. But, I’d love to learn more about your food preferences. This way, I can see if I can cook up something that might interest you in the future. Do you have 10 minutes free next week?
Rejection Email Response Strategy 3: Empathize
Empathy is a great way to communicate your understanding of your lead’s reality. It may start off as a negative, i.e. acknowledging your prospect’s objections. However, it is a way to bridge the gap. Now that you know your prospect’s pain points, offer new helpful information that moves the conversation forward. Then, ask again for a time commitment.
Here’s an example.
Rejection email: The solution that you offer is too complex for our needs. Right now, I am looking for something basic.
Your response: We can customize our solutions packages to fit your basic requirements and budget. Do you have 10 minutes free next week so I can present a solution that’s tailor-fit to your needs?
Rejection Email Response Strategy 4: Show Interest
“When you are truly interested in other people, you will learn what they are interested in and if they have a need for your product. If they like you, and most people like folks who take an interest in them, they’ll help you find people who do need what you have to sell, even if they don’t.” – Zig Ziglar
When you get that rejection email, ask questions. Dig deeper. It is not just about knowing the reason for the objection. You also try to get to know your lead better. When you know their situation and motivations, it is easier to make a counter offer. Plus, if they like you enough, you can get referrals too.
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