302 Stop Calling What Happens, Rejection - The Art of Sales with Art Sobczak

Summary4 min read

Podcast Summary: The Art of Sales with Art Sobczak

Episode 302: Stop Calling What Happens, Rejection
Release Date: October 11, 2024
Host: Art Sobczak, renowned cold calling and sales trainer

Introduction

In Episode 302 of The Art of Sales, Art Sobczak delves into the pervasive challenge of rejection in the sales process. Titled "Stop Calling What Happens, Rejection," this episode seeks to transform listeners' perceptions of rejection, rebranding it as a series of opportunities for growth and improvement rather than a personal setback.

Rethinking Rejection

Art Sobczak begins by challenging the conventional notion of rejection in sales. He posits that rejection is not an inherent, external force but rather a narrative constructed by salespeople based on their interpretations of interactions.

[00:24] B: "Rejection doesn't exist. It's just a made-up concept that holds you back from your true potential."

Sobczak emphasizes that labeling every "no" or non-response as rejection can severely impact a salesperson's confidence and performance. Instead, he encourages listeners to view these responses as valuable feedback rather than personal affronts.

The Story Narrative

The concept that rejection is a self-created story is central to Sobczak's message. He explains that most salespeople have been conditioned to associate negative responses with personal failure, which hinders their ability to persist and adapt.

[02:30] Sobczak: "Rejection is not a tangible thing. It's a story, a mental thing that exists only because you've given meaning to an experience."

By decoupling from the rejection narrative, sales professionals can shift their mindset to see every interaction as a learning opportunity. This perspective allows them to regroup, refine their approach, and ultimately increase their chances of success.

Transforming "No" into Feedback

Sobczak introduces the idea of treating every "no" as valuable information. This shift in perspective transforms non-ideal outcomes into actionable insights that can enhance future interactions.

[04:15] Sobczak: "What if every no simply meant that your message didn't resonate this time with this person, in this moment."

This reframing helps salespeople understand that a negative response doesn't signify personal inadequacy but rather indicates that adjustments are needed in their pitch or strategy.

Setting Secondary Objectives

A pivotal strategy discussed is the establishment of secondary objectives for every sales call. Instead of fixating solely on closing a deal, Sobczak advises setting smaller, achievable goals that ensure each interaction ends on a positive note.

[07:45] Sobczak: "Set secondary objectives. These are small wins for you and can be things like getting new information about the prospect's business or setting up a follow-up conversation."

By focusing on secondary objectives, sales professionals can maintain momentum and build a foundation for future success, even if the immediate call doesn't result in a sale.

Redefining Success

Sobczak advocates for a broader definition of success, where progress is measured by continuous movement and improvement rather than singular victories.

[10:10] Sobczak: "Understand that success is movement. As long as you're moving forward and you're getting some type of insight and refining your process, you're winning."

This approach encourages a growth mindset, where each interaction contributes to overall development and long-term achievement.

Practical Tips to Overcome Rejection

To help listeners implement these concepts, Sobczak offers three actionable tips:

Change the Language
- Replace phrases like "I've been rejected" with "I didn't get the result I wanted, but I learned something valuable."
[13:20] Sobczak: "Stop saying you've been rejected. Instead, say, I didn't get the result I wanted, but I learned something valuable."
Set Secondary Objectives
- Determine a clear, achievable win for every call, such as gathering information, setting an appointment, or making a connection.
[14:05] Sobczak: "Set secondary objectives. Determine a clear achievable win for every call."
Redefine Success
- View success as progress and continuous improvement, ensuring that each interaction moves you forward.
[14:45] Sobczak: "Understand that success is movement. As long as you're moving forward and you're getting some type of insight and refining your process, you're winning."

Notable Quotes

Eleanor Roosevelt's Influence

Sobczak shares a modified quote from Eleanor Roosevelt to reinforce his message.

[17:30] Sobczak: "No one can make you feel inferior without your consent. I've changed that to: No one can reject you without your consent."
Empowering the Sales Identity

Highlighting the importance of mindset, Sobczak emphasizes transforming from simply following sales techniques to embodying a professional sales identity.

[19:00] Sobczak: "This program is going to unlock the thinking and the being that only the highest performers now operate at."

Conclusion

In this episode, Art Sobczak provides a transformative approach to handling rejection in sales. By redefining rejection as feedback, setting secondary objectives, and redefining success, sales professionals can enhance their resilience and effectiveness. Sobczak's insights encourage a shift from a defensive mindset to one of continuous growth and adaptability, ultimately leading to more authentic and successful sales interactions.

Additional Resources:

Art Sobczak mentions his upcoming coaching program designed to further develop the mindset and professional identity of sales representatives. Interested listeners can join the early priority notification list by visiting SmartCalling.com and navigating to the Coaching tab.

Thank you for investing your valuable sales time with Art Sobczak in this episode of The Art of Sales. Until next time, go out and make it your sales day ever.

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Transcript2 lines

[00:02]
A
You are listening to the art of sales. Everyone sells every day. And this is your source for conversational real world sales and prospecting methods that you are comfortable using and that get results you'll help people buy instead of pushing them into being sold. Here's your host, Art Sopcich.
[00:24]
B
Stop calling. What happens to you? Rejection. What if I told you that rejection doesn't exist? That it's just a made up concept that holds you back from your true potential? All right, so let's flip this around so there's no such thing as rejection. What you're experiencing is a story, a narrative you've created based on the meaning that you give to a situation. Here's the problem. Most salespeople label every no or or non response as rejection, turning it into this heavy burden that affects their confidence and their performance. But think about this. What if it's not rejection at all? What if what's actually happening is something completely different? We've all been conditioned to think that hearing no or not getting the immediate outcome that we want on a call means we're rejected. Still wonder? So many salespeople are afraid of picking up the phone or trying to call somebody back again after getting shut down. They're afraid of that dreaded word, rejection. But here's the real truth. Rejection is not a tangible thing. It's not a force in the universe. It's not a universal constant that exists outside of our own minds. Instead, rejection is a story, a mental thing that exists only because you've given meaning to an experience. You're never rejected. You just didn't get the result that you wanted. So what if instead of calling it rejection, you viewed every outcome as valuable information? What if every no simply meant that your message didn't resonate this time with this person, in this moment, when you realize that rejection is just a label you've chosen, you gain the power to rewrite the story. It's no longer a rejection, it's just feedback. So imagine the difference this will make in your sales conversations when you know that a no isn't a personal attack. It's a signal that you need to adjust your approach or refine your message. An unreturned call isn't rejection. It's an opportunity to reach out again with a different approach or strategy or messaging. So once you've rejected the idea of rejection, you can redefine what a win looks like. For decades, I've taught how to set secondary objectives for every call. These are small wins for you and can be things that maybe you Just attempt a win doesn't have to mean closing a deal on the spot or getting a meeting. It could be getting new information about the prospect's business, setting up a follow up conversation, finding out who they're buying from now. So by setting these smaller achievable objectives, you ensure that every call ends with a success. This means you're never actually leaving empty handed or feeling rejected. Instead, you're gaining momentum, insights and the confidence to keep pushing forward. So the moment that you let go of this rejection narrative, you get back control over how you perceive and react to situations. Here are three tips on how to do that. Number one, Change the language. Stop saying you've been rejected. Instead, say, I didn't get the result I wanted, but I learned something valuable. Number two, as I mentioned, set secondary objectives. Determine a clear achievable win for every call, whether it's a piece of information, setting a future appointment, or simply making a connection. Number three, Redefine success. Understand that success is movement. As long as you're moving forward and you're getting some type of insight and refining your process, you're winning. So next time you catch yourself using the word rejection, stop and reframe it. Ask yourself, what story am I telling myself about this experience? What did I actually gain from it? You'll find that there's always a win if you look for it. Rejection only exists if you choose to believe in it. Stop calling what happens to you rejection and start seeing every interaction for what it truly is. And that is progress. All right. Hey, you know what time it is? That's right. It's time for the quote of the day. Today's quote comes from Eleanor Roosevelt. Eleanor said, no one can make you feel inferior without your consent. And I've changed that and repeated it many times over the years to no one can reject you without your consent. Hey, if today's message about never being rejected resonated with you, this is just a small sample of the type of mindset and sales identity material that is going to be part of my new unique coaching program that will include but also go way beyond sales techniques and process and messaging and help sales reps become true sales professionals. So if you ever feel stuck, you have call reluctance or imposter syndrome or anything that's holding holding you back, but you know you're capable of so much more. This program is going to unlock the thinking and the being that only the highest performers now operate at. I'm planning on launching this at the end of 2024 and you can get on the early priority notification list by going to smartcalling. Com and then at the top menu bar on the right, click on the Coaching tab and then you'll be taken to a page where you can enter your information in there and get on that list again. SmartCalling.com and then look for that Coaching tab. Thank you so much for investing your valuable sales time with me today. Until next time, go out and make it your sales day ever. I'm Art Sobchak.