Christine Schlonski [0:02]
Hey Gorgeous. This is episode number 110. You are listening to Heart Sells! Podcast. I’m your host, Christine Schlonski. Today is another Variety Friday, where I answer your questions, where I share things I have learned and my sales journey to make your sales journey easier, as well as resources that I can highly recommend to support your journey. For the month of August is actually the month that I declared to learn all about, ‘Rejection.’ We talked about the so-called, ‘Sales Depression’, as I call it in Episode Number 107. Today, I really want to go into the idea of how to deal with rejection when they come through the phone, or in a live situation. Hop on over https://christineschlonski.com/, find the podcast tab. There you find all the resources, the show notes, the transcripts of each and every single episode of Heart Sells! Make sure you download the anniversary issue which includes the first 100 episodes of Heart Sells! Podcast with the titles, the guest’s names, and the three key points, to give you a tool to learn fast, to know where to tune into which episode to tune into, to get advice when you need it at your fingertips. It’s just an amazing tool that we have designed to support your wonderful journey. So today, I want to give a shout out to our listeners in London, the United Kingdom, as well as actually in Monaco, where people are tuning in. So thank you so so much for being here. Thank you, everybody, have a wonderful time and joining the topic of rejection, which is for each and every one of us a rather difficult topic.

Christine Schlonski [2:09]
When I started in my sales career, I never really had, well that might not be the right word. I did have experienced rejection before. But you know, when you start cold calling over the phone, you experience much, much more rejection. It’s not just that you 10 exit, I would say you 100 X or even that was an exit. It did not feel comfortable at the beginning because I was so attached to the outcome. I wanted to make it work. I wanted to make it right. I just wanted people to like and love what I offered. I wanted them to say, “Yes”, because I believed in my product. Coming to find out, I got so many noes, I didn’t even count that anymore because it didn’t make sense. What I learned in the process was how I can deal with a no, because at the beginning, I took that pretty personal right. It was not just a no to the product at was a no to me as a person. Luckily, I had wonderful people surrounding me, helping me on my journey, coaching me, mentoring me, so that I could learn rather quickly. This case, especially with rejection, you want to learn fast, because the faster you learn how to deal with it, the easier it becomes for you to deal with it and it doesn’t hurt so bad anymore. This is basically what I want to share with you today that you have an amazing product or service, you’re coming from this place of being heart-centered, and you know that your product is going to make a difference for the person using it. A ‘no’ is always something that feels difficult. I don’t really remember where I heard that but for me, ‘no’ means not now, and that was such a great attitude to adopt because it made life so much easier. I could actually stop taking the ‘no’ personally. I could detach myself from the service I was offering that if it wasn’t a fit, it just wasn’t a fit and I could let go of it.

Christine Schlonski [4:39]
I want to invite you to really look at, how do you deal with your ‘noes’? I know, have touched that a couple of times on Heart Sells! Podcast, it’s going to be a topic that comes back over and over and over again. I hope, by having that topic over and over again, in different conversations, as well as in my teachings, it makes your life so much easier. For me, a ‘no’ is not now. It’s also an opportunity to find out more, it is an opportunity to learn, it is an opportunity to grow. Actually, appreciate the ‘no’. I would want to invite you to start doing the same and just see how it feels, how much easier you can deal with the situation. Because there are different types of ‘noes’. Maybe it’s a ‘no’, rather early in the conversation, which could mean either you’re not talking to your ideal client or soulmate-client as I call them, and then it’s not a fit anyway. It could also mean that the client does not have all the information they need to understand what your product is about. It could also mean that you started selling way too early. They did not see it coming and now they shy away, and they feel pressured.

Christine Schlonski [6:13]
You want to make sure in the sales process that you do not just make offers or invite people to buy something from the get-go, you really want to have that communication, you really want to basically you want them to say, “Wow, what is it like working with you? What can I do so that we can get together? How does it work when we coach?” You want to have them basically reaching out. When you’ve been through that sales conversation, which I highly recommend you make it a fun conversation, then you know exactly where your potential client is. What do they need? How you can support them? And if you can support them, if you can add this amazing value to their life, well, obviously, you’re going to make an invitation, but you can still get the ‘no’ because it’s not the right time. They might not be ready for what you have to offer. I’ve been there. I took courses or some mentoring where I was just not ready from where I was on my journey. I shouldn’t have taken them but the sales pitch was pretty good so I said, “Yes.” And then vice versa, sometimes, it’s kind of too late, and you have to reinvent yourself. You really have to find support, because you were stubborn, and you try to figure it out all by yourself, which I have done as well. So when you are in the conversation, please see it as a conversation, be engaging and ask questions. If you do most of the talking, something is wrong, you want to make sure that your client or your potential client does the talking, you want to guide them, you want to help them to see where they are. Then you want to help them to see where they could be if they used your product or your services. Only when it makes sense, then you should be making an offer, an invitation to buy from you. When you’re really in that honest conversation with yourself, where you come from the place of love and service, you have a different way of listening because you then deeply care. You listen in a different way than if you would listen to why preparing your answer to whatever the client or potential client is seeing at that moment. When you get the ‘no’, just take a deep breath, relax inside, because with the ‘no’ the client is building up a wall. You cannot really talk through a wall, right? You want to make sure that you break down the wall. I always say when I get the ‘no’, “Well, that’s fine. It’s okay. May I ask why? It’s not a fit for you?” I make sure that they know that I’m okay that they are not buying.

Christine Schlonski [9:40]
I want to have a relationship, if it’s a perfect match, I want to nurture that relationship. I also want to understand, why are they not buying? Maybe I didn’t explain something correctly. Maybe I forgot to mention something that adds amazing values, so they don’t even think to see what they are getting. You want to make sure that you’re really clear and that you get the information you need to grow. Maybe you need to change something on your product. Please, don’t be the person that says it’s not working, when you only have talked to 10 people, make sure you talk to enough people to evaluate your sales opportunity and ideally, you already do the research before you even create a product. I would never create a product and try to sell it without knowing that there is a real demand in the market where people actually would give me money. Otherwise, it’s not a good energy exchange and it might be a total waste of your time and energy and you will be hugely disappointed.

Christine Schlonski [10:54]
So ‘No’, to wrap it up means not now. My challenge for you is, this week, or starting next week, because it’s variety Friday, so Monday to the next Friday, just have a notepad next to you and whenever you talk to an idea client write down, like, How many ‘noes’ that you get? Did you have a further conversation where you said, “Alright, no problem. May I ask why you are not interested? Or May I ask why you are not moving forward?”, and then get the information. Also, don’t stick with the first reason your client is giving you. There are deeper levels. So please go deeper and explore those levels by asking more questions. Because you might go, not you might, you will come to the true reason when you dig deeper. Usually, the first reason you are getting when it’s a ‘no’, it’s more or less an excuse. When you dig deeper, you will figure out more things and learn more things about the person, about how your product is perceived, or your service and what you really can learn something from that. So I hope it really makes sense to you. If you get a ‘No’, just reframe it, it’s a ‘Not now’, take a deep breath and energetically, don’t lose your energy. It could be that you really disappointed inside and when that shows, it’s not a comfortable feeling for your potential client. Try not to go there yourself. Try to say in the high energy because no means not now. It could mean that in five minutes when you discovered what they truly want, and you can give it to them. They change their perspective. It could also be that they are ready in a couple of months, or maybe in a couple of years and they come back because they remember this amazing conversation with you.

Christine Schlonski [13:03]
Never close the door. Leave it open, do some research by asking your potential client, “Why they are not purchasing?” So you can adjust if it needs adjustment. Or you can just figure out that they were not your ideal client, which obviously then is great. So you don’t have somebody that you need to work with or that you decided to work with. That is not giving you total joy. So I hope this makes sense. Please leave your comments. Send me an email with your questions, with suggestions, whatever comes up for you or what you are experiencing on your sales journey to info@christineschlonski.com. Also make sure once you’re over there, you find the podcast tab with all the episodes, all the resources, all the transcripts, the show notes, the key points. To get all the social media handles to our amazing guests we are featuring on Heart Sells! Podcast, please subscribe, leave a rating and a review and share the love with people you really truly care for. Invite them to listen to Heart Sells Podcast. Thank you so much for being here. Have fun, this rejection. Have a wonderful day and I’m saying bye for now.