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Fighting The Word 'No'
You've done the research. You've made the cold calls. You've made the sales pitch. But, your job as a promotional consultant begins when the client says "No." It's when the client says "No" that your job really begins.
Following are a few tips to consider when you hear rejectjion.
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sponsored by:
THE PLATFOR GROUP GALLERY
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TOP SHELF TIP NO. 103
"It is not the mountain we conquer but ourselves."
Edmund Hillary, who along with Tenzing Norgay was the first to summit Mount Everest in 1953 | |
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Don't Take "No" As A Personal Rejection
If you are going to be a top sales producer, you've got to learn how to deal with "No"!
You Can Fight "No"
"My product/service looks so attractive for you right now. What is your reason for sayingno?" Find the objection, isolate it and deal with it.
Persist Past "No"
Sell past the first no, past the second and past the third. Stick it out. Don't stop or hang up at the first "no."
Ignore "No"
Act as if you don't hear it. When you ignore the "no," immediately present new evidence of why they should buy now. Continue to make the conversation two sided.
Don't Telegraph "No"
If you are broke, if you don't believe in the product or service, if you have had a bad day, you just might, without knowing it, tell your prospect to tell you "no" because you're expecting a "no". It's called "The Self-fulfilling Prophecy."
Prevent "No"
On a scale from one to te10 in each of the following three categories, clients will tally their scorecards according to:
1. The ability of the product to make them money
2. The company they are dealing with
3. The salesperson they encounter
Source: Chuck Bauer has more than two decades of sales experience. An author, consultant and speaker, he is a member of the National Speakers Association. A man of many interests, he is an instrument rated private pilot, body builder and mountain biker. Contact Bauer by clicking here.
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Copyright 2005-2007 Promotional Consultant Today. All Rights Reserved. |
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