1 Understand the reasons

The first step to handle objections and rejections is to understand the reasons behind them. Not every objection or rejection is personal or final. Sometimes, your prospect or client may have a valid concern, a genuine question, or a specific need that you need to address. Other times, they may be testing your credibility, your value proposition, or your negotiation skills. And sometimes, they may simply be not interested, not ready, or not qualified for your offer. By asking open-ended questions, listening actively, and clarifying their situation, you can uncover the real reasons for their objections and rejections and respond accordingly.

2 Provide solutions

The second step to handle objections and rejections is to provide solutions that match your prospect or client's needs, goals, and challenges. Instead of defending your offer, focusing on features, or pushing for a close, you should demonstrate how your offer can solve their problems, deliver benefits, and create value for them. You should also use stories, testimonials, case studies, or data to back up your claims and build trust and credibility . By providing solutions, you can show your prospect or client that you understand them, care about them, and can help them achieve their desired outcomes.

3 Stay positive

The third step to handle objections and rejections is to stay positive and optimistic. Objections and rejections are inevitable and normal in media sales, and they do not mean that you are a bad salesperson or that your offer is worthless. Instead of taking them personally, getting defensive, or giving up, you should see them as opportunities to learn, improve, and grow. You should also maintain a positive attitude, a friendly tone, and a professional demeanor when dealing with your prospect or client. By staying positive, you can keep your confidence and motivation high and avoid letting negative emotions affect your performance and relationships.

4 Seek feedback

The fourth step to handle objections and rejections is to seek feedback from your prospect or client, your manager, your peers, or yourself. Feedback can help you identify your strengths and weaknesses, your areas of improvement, and your best practices in media sales. You can ask your prospect or client for their honest opinion, their expectations, and their suggestions on how to improve your offer or your approach. You can also ask your manager or your peers for their advice, their support, and their insights on how to overcome objections and rejections. And you can also reflect on your own actions, results, and lessons learned from each sales situation. By seeking feedback, you can enhance your skills, knowledge, and strategies in media sales and become more effective and successful.

5 Celebrate wins

The fifth step to handle objections and rejections is to celebrate wins, big or small, that you achieve in media sales. Whether it's a new lead, a positive response, a referral, a meeting, a presentation, a proposal, or a deal, you should acknowledge and appreciate your efforts and results. You should also reward yourself, your team, or your company for reaching your goals and milestones. And you should also share your success stories, your best practices, or your tips and tricks with your colleagues, your network, or your industry. By celebrating wins, you can boost your morale, your motivation, and your confidence in media sales and inspire yourself and others to keep going and growing.

6 Learn from losses

The sixth step to handle objections and rejections is to learn from losses, big or small, that you encounter in media sales. Whether it's a missed opportunity, a negative feedback, a lost account, a canceled contract, or a failed negotiation, you should not dwell on or regret your mistakes or failures. Instead, you should analyze and understand what went wrong, what you could have done differently, and what you can do better next time. You should also use your losses as motivation to improve your offer, your approach, or your skills in media sales. And you should also seek new opportunities, new prospects, or new clients to pursue and convert. By learning from losses, you can turn your challenges into chances, your weaknesses into strengths, and your setbacks into comebacks in media sales.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?