Empower Your Engineering Team with Closing Tools Sales for Engineering

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[Music] rejection everybody's been rejecting their life some people more than others i know that when i was a kid and i first started dating i was constantly being rejected if you've been doing technical sales then you've dealt with that rejection and it's the worst thing ever it takes the wind out of your sails if you look at it like that what you have to think about is that in sales everything's about timing and it may not be the right time right now for that person or they may have picked up the competition and said that they're going to be their supplier or they went with a different system or that project's dead and you were waiting on to hear if that project was going to come through and you're really hoping and waiting and telling your boss that this is going to be your big thing and you're you're already counting your chickens before they're hatched and then you've turns out that you did not get the deal that is part of sales you have to go into it knowing that this can happen and what's going to happen once you are rejected the people that deal with rejection the worst and it hits them the hardest are the people that are not busy enough if you have a hundred people and 100 deals in your pipeline two of them fall off and they're big deals or 30 people say no but you've got 70 others it's not that big of a deal the more that you get into your pipeline and more more that you have it full you're going to care less about the rejection now i'm not saying that you shouldn't critique why were you rejected was it something that you did was it something your company didn't offer was it not a right fit was it not the right time you always have to look at that and try and learn from those mistakes that you possibly made or learn what is it that you could have done differently to not be rejected by that potential customer but it's just a way of life it's sales is a numbers game it's all about percentages and whether you close high or you have a low close percentage it's all about how many people are in your pipeline that is why the pipeline is the most important thing to protect and funnel and feed things are going to fall off things are going to happen projects are going to get pushed governments are going to shut down industries are going to close the economy is going to collapse you never know what it's going to hit you never know what's going to happen so if you keep on doing the foundational work of prospecting and bringing new people into it then if 20 people say no we're not going to do it right now it's not that big of a deal but if you look back at those people that are crying about it and they take it personal then that's because they don't have enough in the pipeline to begin with whenever i was in sales i always tried to make sure that my pipeline was full and for every large deal i had i had five others like it or i had 20 small deals that could equate to that large deal you have to deal with rejection head on it's going to happen it's just part of nature you're going to be rejected so suck it up stop acting like the world is going to end because you're told no if you haven't dealt with a lot of rejection in your life then yes you might have an issue with this and it's going to take a little bit to get used to i'm not saying the first time i went out and sold and had had somebody slam their door in my face and say nope no phone calls not being answered people telling me no on the phone i don't want to hear it as soon as you start going into that pitch people are telling you nope i'm i'm not looking to be sold that was difficult to deal with but once you get into that repetitive nature you know that it's just part of sales but how you come out of that is going to what's be most important if you are having a bad day and you dealt with a bunch of rejections then go just go to something that can give you one positive thing or if you look you need to look at it differently somebody rejecting you or somebody rejecting your company it could just be some aspect of what you could have done better or different to get them to say yes now once you get rejected how you handle it is so important the first thing you should do is say something like i appreciate you letting me know i'm sorry to hear that that we didn't get picked for that i'm sorry to hear that didn't come through is there anything that i could have done differently to make it more favorable to my company that's question one you gotta understand they may say no no no you guys were great well there's something there has to be some reason and it and once you get enough of those reasons and you get enough people that give you that feedback then you can start to look at is there a trend it could be your location it could be your price it could be your service it could be something that you don't offer it could be that the other person just followed up faster and going back to the fundamentals it could be that person was just responding quicker or oh i didn't get that from you in time or they may say well we like this person for this reason you your response may in your head be well we do that too well maybe they didn't know it maybe you didn't know that it was important to them maybe you forgot to ask those fact-finding questions in the beginning that you would then have learned that that was important to them and then delivered a solution to that so you always want to try and get feedback there's always a moment to learn from every win and every loss and especially on the losses that is your opportunity to be able to take it on the change and say you know what you have to do with a smile you got to have that good attitude so say look i appreciate you letting me know that is there anything that i could have done differently that would have made this outcome in my favor or is there something that the other competition offered that we didn't because i'm always trying to improve as a salesperson and my boss keeps asking me about new technology or things that we should invest in so i just want to be able to provide them with some feedback to why we weren't chosen those are questions that anybody in any purchasing area whether they're operations sales engineering i.t it doesn't matter what they're in they will respect that you're asking that now if you come at them with a bad attitude and take it personal and say what what do you mean why did you go with the other guys oh well they had this well they i just heard that they and you start talking smack about them they're not going to respect you as a person but if you come to it with your hands open saying hey look i appreciate you giving me this opportunity and i appreciate you letting me know that you went with the other person is there something i could have done differently i'm trying to get feedback to give to my bosses or is there a service or capability that they have that we don't that really made it over the edge for to tip into their favor it's all about how you respond to the situation whether it's in person on the phone you have to do with a positive attitude you have to try and learn from those opportunities of how you can be better