Master Overcoming Fear of Rejection in Sales

Episode 360 of The No Limits Selling Podcast focuses on overcoming the fear of rejection, particularly in real estate.

The guests include Monte Walls Burris, founder of Trust Realty Group; Andrew Ford, a Denver-based real estate broker specializing in luxury leasing and sales; and Joshua Wall, a realtor from Ontario focusing on residential real estate with commercial and land development.

The discussion revolves around personal experiences with rejection, strategies for coping with it, and using rejection as a tool for growth and success. The podcast emphasizes the importance of understanding and accepting rejection as a part of the real estate profession, and offers insights into how these experiences can contribute to personal and professional development.
The main points of the podcast include:

  • Monte Walls Burris's Insight: He discusses his journey in real estate, emphasizing resilience and the mindset needed to handle rejection effectively.
  • Andrew Ford's Experience: Andrew shares strategies for dealing with rejection in luxury real estate, focusing on personal growth and client relationship building.
  • Joshua Wall's Approach: Joshua talks about leveraging rejection to improve client interactions and business tactics in residential real estate.
  • Overall Themes: The episode highlights the inevitability of rejection in real estate, the importance of developing coping mechanisms, and how these experiences can lead to greater success and personal development.


Fear of Rejection in Sales

Fnd Monte Burris(Trust Realty): Website, Facebook, Instagram, LinkedIn 
Find Andrew Ford: WebsiteFacebook
Find Joshua Wall: Website, 

[EDITOR’S NOTE: This podcast is sponsored by No Limits Selling. It is a fun, fast-paced podcast that delivers hard-fought business advice that you can implement today to improve your sales and performance]

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Introduction to Overcoming Fear of Rejection in Sales

In the dynamic world of sales, the fear of rejection stands as a formidable barrier to success. This insightful episode of the "No Limit Selling" podcast, hosted by Coach Umar Hameed, a seasoned expert in the field, dives deep into strategies and personal anecdotes aimed at overcoming this common hurdle.

Featuring seasoned professionals Monte Walls Burris, Andrew Ford, and Joshua Wall, the discussion illuminates a path toward resilience and empowerment in the face of rejection.

 The conversation not only explores the psychological aspects of rejection but also offers practical advice, underscoring the importance of perspective, learning, and community support in mastering the art of "Overcoming Fear of Rejection in Sales."

Understanding Fear of Rejection:

Rejection in Sales is an inherent part of the sales process where potential clients or customers decline a product, service, or proposal. 

It is an unavertable aspect of sales and can manifest in several ways, including verbal refusals, unanswered calls, or objections, often leaving sales professionals feeling disheartened and anxious.

In this transcript, we delve into the multifaceted nature of rejection in sales, highlighting its prevalence and the need to overcome the fear associated with it.

Monte Walls Burris:

Monte Walls Burris defines rejection in sales as a natural and inevitable part of the profession. He views it as the outcome of a salesperson's actions not aligning with the prospect's needs or expectations. According to Burris, rejection can manifest as a prospect declining a sales offer, showing disinterest, or even voicing objections. He emphasizes that rejection should not be taken personally but rather as an opportunity for improvement and growth.

Andrew Ford:

Andrew Ford's perspective on rejection in sales is rooted in resilience and perseverance. He defines rejection as a temporary setback on the path to success. Ford believes that rejection occurs when a salesperson's message or solution does not resonate with the prospect at a particular moment. To him, it's a chance to reevaluate the approach and adapt to better address the prospect's concerns. Ford sees rejection as a stepping stone towards achieving meaningful connections and closing deals.

Joshua Wall:

Joshua Wall approaches rejection in sales from a community-building standpoint. He defines rejection as a potential disconnection between the salesperson and the prospect. Wall emphasizes that rejection can be an opportunity to build trust and rapport by genuinely understanding the prospect's needs and concerns. He sees it as a chance to engage in open and transparent conversations, which can ultimately lead to stronger relationships and successful sales outcomes.

While all three guests acknowledge the inevitability of rejection in sales, they bring different perspectives to the table, with Monte focusing on personal growth, Andrew on mental resilience, and Joshua on community-building and relationship-building aspects. Each of these definitions provides valuable insights into overcoming the fear of rejection in sales.

From Fear to Fuel: 5 Powerful Strategies to Overcome Fear of Rejection in Sales

1. Reframe Rejection as a Learning Tool:

Embrace Growth Mindset: Each "no" brings valuable feedback and learning opportunities.

Shift Your Perspective:

See rejection as a step closer to success, not a personal failure.

Celebrate Perseverance:

 Remember, achieving goals often requires overcoming numerous obstacles.

2. Embrace Authenticity and Build Genuine Connections:

Be Uniquely You: Let your genuine personality shine through, authenticity builds trust.

Focus on Rapport: Build real connections by understanding your prospect's needs and concerns.

Human Connection Trump's Persona: A genuine approach makes rejection less personal and easier to handle.

3. Develop Emotional Resilience:

Acknowledge Your Feelings: Don't suppress emotions like disappointment, allow yourself to feel and move on.

Healthy Coping Mechanisms: Practice mindfulness, exercise, or other outlets to manage emotions constructively.

Self-Worth vs. Sales: Remember, your self-worth is not defined by successes or rejections in sales.

4. Analyze Past Rejections and Seek Feedback:

Passive vs. Active Rejection: Understand the "why" behind rejection by identifying its nature.

Identify Patterns: Analyze past rejections to pinpoint areas for improvement in your approach.

Actively Seek Feedback: When possible, ask for specific insights from prospects to learn and grow.

5. Utilize Technology to Enhance Your Approach:

Personalized Outreach: Leverage AI tools like ChatGPT to customize pre-call emails and connect better.

Self-Evaluation: Record and analyze sales calls to identify strengths and weaknesses in your pitch.

Time for Relationships: Use technology to automate tasks and free up time for building meaningful connections.

Implementing the Strategies

Understand that rejection is a natural part of sales and you're not alone in experiencing it.

Look at past successes and how you overcame challenges to learn and replicate that process.

Record your calls and get feedback from experienced individuals to improve your approach.

Use AI tools to personalize outreach and analyze your calls for improvement.


Rejection is a common human experience that everyone faces.

Framing rejection as a learning opportunity and a tool for growth can be helpful.

There are various strategies to cope with rejection, such as reflecting on the experience, understanding the different types of rejection, and seeking constructive feedback.

Building resilience and self-worth can help individuals navigate rejection more effectively.

Sharing personal experiences of rejection can be beneficial for creating a supportive and understanding community.

Questions & Answers

1. What is rejection in sales?

2. Why do salespeople fear rejection?

3. How can salespeople overcome their fear of rejection?

4. What are some tips for handling rejection in the moment?

Is it possible to completely eliminate the fear of rejection?

Don’t miss this opportunity to transform your real estate career with one-on-one coaching. As an experienced real estate coach, I, Umar Hameed, am dedicated to helping you unlock your full potential and achieve your real estate goals. To learn more about who am I and my clients ↓

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If you’re ready to take the next step, book an appointment with me today and begin your journey toward success in the real estate industry.

About the author 

Umar Hameed

Umar Hameed is an expert in changing individual behavior and improving team dynamics. He uses techniques and tools from the world of Applied Neuroscience and NLP to make individuals and organizations more successful. His business savvy and neuroscience combination gives him the unique ability to help salespeople become exceptional. Umar is an international keynote speaker who has done presentations in 16 countries. βœ…βœ…βœ…He is the author of three books; the latest is Unleash Your Crazy Sexy Brain!


Fear of Rejection in Sales

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