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When you began your sales
career, what kind of sales training did you receive? Of course,
you learned all about the features and benefits of your product.
Perhaps you were even given a sales script to follow. But what if
your prospect didn’t follow your script? What then? Maybe
you learned to just press on and hope for better luck next time.
Wouldn’t it have been nice if someone had trained you in how
to understand different personality types and how they respond in
the sales process? How helpful it would have been if someone had
explained to you the six main steps in the sales process! It would
have been nice if you have learned how to listen to the customer
first, and let him tell you what he wanted to buy before you tried
to sell him what you wanted to sell. Our Sales
Training Programs have been helping people like you learn the
sales skills you need for over 25 years. It is never too late to
learn how to be better.
For more information
or to Register for a seminar, class, or training workshop Click
here
One of the hardest
things for a sales person to deal with is a flat refusal, which
is perhaps why cold calling is one of the most disliked activities.
If, however, you can turn a refusal into an interesting and
valuable experience, then your job can become much more interesting!
Don't take
it personally
It's easy to take a rejection of a product or sales call as a rejection
of you, personally. It seems as if the people don't like you in
some way, or that you have personally failed somehow.
If you take
this position, you are going to be a very sad person. Sales is full
of rejections. You need at least to learn to put failures behind
you. Look forward. There are many more people out there who are
desperate for what you are selling.
Be objective.
Separate the problem from the person, just as you might when you
are selling. In fact you can sell to yourself the benefits of (this
time) not completing the sale.
Leave the
door open
Thank the person, whatever they say. Thank them for their time and
for listening. Appreciate their situation and why they are not ready
to take things further today (note the assumption that they may
be ready another day).
Never take revenge,
even with little snide remarks, because that will mean that at minimum
they will never buy from you or your company again and maybe they
will take revenge on your revenge, such as calling your boss or
complaining about aggravation.
Learn from
it
Take the opportunity to learn from what happened.
Think about
the conversation, what was said and how it flowed. Think about the
body language and voice tone. Were there any key moments when things
went awry? How might it have been different? How might another person
act and talk, perhaps a sales person you admire?
Be open and
honest (but not berating) with yourself. Do you have any deep needs
or limiting beliefs that are getting in the way? Are there any preferences
that you have that are making you miss things? Are you trapped in
any dysfunctional games that are preventing you from selling
more often?
After telling
them that you accept they are not ready now, you may also ask them
for feedback on how you performed as a sales
person and how you can be more effective. This can be effective
sometimes are re-opening the door as they realize that you are a
concerned person.
Changingminds.org
Denver
Sales Skills
- Learn to Reopen Doors
Sales
Training Program Quote
"You've got to seize the opportunity if it is presented to
you."
Clive Davis
Suggested
Reading:
How to Succeed
in Sales Using Today's Technology
by Tom Hopkins, Frank Fiore
Flowers for
Sale: Growing and Marketing Cut Flowers : Backyard to Small Acreage
(A Bootstrap Guide)
by Lee Sturdivant, Peggy Sue McRae
The Bride
Sale
by Candice Hern
Insider's Guide
to the World of Pharmaceutical Sales, 5th Edition
by Jane William
Add-On Selling:
How to Squeeze Every Last Ounce of Sales Potential From Your Calls
by Jim Domanski
Golden Circle
Secrets : How to Achieve Consistent Sales Success Through Customer
Values & Expectations
by Dale Midgley, Ben Midgley
Sales Promotion:
How to Create, Implement and Integrate Campaigns That Really Work
by Julian Cummins, Roddy Mullin
Caps
for Sale (Spanish edition) : Se venden gorras (Reading Rainbow
Book)
by Esphyr Slobodkina
How to Succeed
in Sales Using Today's Technology
by Tom Hopkins, Frank Fiore
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