“Bring on the rejection!” said no one ever. No, it’s not fun, but to be expected. What separates good salespeople from great salespeople is how they handle rejection. Dealing with rejection depends heavily on how we interpret and react to it. Let’s consider how successful salespeople accomplish this.

The Wizard of Oz holds valuable leadership lessons. Join me on an accelerated stroll down the yellow-brick road and learn from these well-known characters.

Every customer has a backstory, but most salespeople don’t bother to find out what it is. They fret about what the customer is moving to rather than what the customer is coming from. That line of questioning won’t get you far because you haven’t learned a thing about your customer’s backstory. You don’t understand the context around their decision to walk into your showroom in the first place.

When you’re going out to prospect, wouldn’t it be great if those prospects already know you? Wouldn’t it be great if you were already connected to them in some way and they were looking forward to your call? Good news! It’s possible to have that in your own prospecting experience.

Why do most salespeople avoid the final closing question? Is it fear of rejection? Maybe it’s fear of being too pushy. Inviting your customer to purchase may give them the confidence to change their world and live in the right home. It’s your responsibility as a sales professional to ensure this invitation is shared.

It’s every salesperson’s worst nightmare – the non-urgent buyer. You know, the buyer who says they are in no rush to make any type of decision. They may not even buy at all, according to them. I’m calling B.S.

There’s one thing six-figure sales professionals have in common, and that is they are relentless. They don’t give up. They won’t surrender. There is this concept of persistence that is critical day after day after day.

We all have to say “no” at some point. When you have to say “no” to something someone else wants, it can be challenging to strike the right balance between being empathetic and assertive. Empathy in your response can help the other person feel heard and valued, even if they don’t get what they want.

Homebuilders are now competing for the same buyers. When is the last time you’ve done behavior audits with your sales professionals? How do you know where to focus training if you don’t understand the areas of weakness?

If you see prospecting as dull, boring, monotonous, and mundane, and you’re simply pounding through your prospecting calls, that’s a real problem. It’s a problem for you, and it’s a problem for your prospect. Are you creative in your prospecting?