There Is A Monetizable Difference Between Objections And Rejection

By Tibor Shanto
One question I always when helping sales teams prospect better, is “why B2B professionals don’t like to telephone prospecting?”  The first answer is always predictable, rejection.  There are many others that follow, from the length of time, to return on effort and more.  But as you examine the also-rans, it all comes back to the feeling of rejection.  If more people said yes, you would look at things differently.  In fact, you need to be looking at it differently.  Rather than worrying about rejection, focus on what proceeds it, an objection.  When you learn to manage objections, you can change the trajectory of the call, and avoid rejections.  There is a monetizable difference between objections and rejection.
It Hurts
There is no doubt that rejection hurts, whether it is at the school dance or on the phone.  Research proves it, which is why you don’t want to confuse it with