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как получить отказное письмо This FEAR (worries OF REJECTION) is perhaps the HARDEST to detect in a salesperson - but by far, the EASIEST to correct. Yet far too many salespeople tend to take rejection personally. This type of (so called) rejection is due to prospect's and can include as diverse a variety of easily solved problems as: ? "I can't afford it" ? "Your price is too high" ? "Your product is overpriced" ? "Your competitor includes a better product" ? "I don't think the colour will match" ? "I'll pay как получить отказное письмо of interest" . . . and so on. To any other salesperson, these are normal objections, and are easily answered. But to anyone who has begun to take rejection personally, they become an affront that can't be answered easily. This personal rejection mainly rears its ugly head when these salespeople experience issues with their closing rates: ? When their enthusiasm drops; ? When their attitude changes from one of "I can" - to one of, "I'm not sure". ? When life offers them a lemon - and they simply suck onto it. In other words, personal problems enter and prioritise themselves in the individual's workplace performance. Here too, the solution is simple. What the chance is rejecting isn't the salesperson, however the offer. In fact, usually, the prospect is not even rejecting the product or service for sale. Again, the only thing that is being rejected is the offer. One thing the salesperson can learn from this encounter is that the prospect is actually saying "GIVE ME MORE INFO ON HOW I CAN BUY FROM YOU." . . . "IN THE EVENT THAT YOU SELL ME PROPERLY, CHANCES ARE I WILL BUY - BUT SELL ME PROPERLY FIRST". If the attitude is wrong, the salesperson doesn't hear what the prospect means - the salesperson only hears what the chance says. 1. FEAR MUST NOT BE THE ENEMY A long time ago I was taught a mnemonic. Fear means:- False Evidence Appearing Real = FEAR I don't know where it originated from, but I know it's true. Fear should never set-in in selling. The salesperson is the expert for that product or service. The salesperson has more expertise, more experience, more knowledge and better back-up than any prospect. Apprehension, consternation, dismay, dread, fright, horror and terror are a number of the by-products FEAR can instil. The salesperson should realise that most good selling presentations are designed around FEAR. In fact, FEAR sells much better than any other sales structure or process open to the salesperson today. If the salesperson learns to place this knowledge into the right perspective, they'll benefit from FEAR.
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