@stryhnterkildsen68
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отказное письмо This FEAR (the FEAR OF REJECTION) could very well be the HARDEST to detect in a salesperson - but undoubtedly, the EASIEST to improve. Yet far too many salespeople have a tendency to take rejection personally. This sort of (so called) rejection stems from prospect's and include as diverse a range of easily solved problems as: ? "I cannot afford it" ? "Your price is too high" ? "Your product is overpriced" ? "Your competitor includes a better product" ? "I don't think the color will match" ? "I'll pay an excessive amount of interest" . . . etc. To как получить отказное письмо , these are normal objections, and so 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 in one of "I could" - to 1 of, "I'm uncertain". ? When life offers them a lemon - and they simply suck onto it. Quite simply, personal problems enter and prioritise themselves in the individual's workplace performance. Here too, the answer is simple. What the chance is rejecting isn't the salesperson, however the offer. In fact, usually, the prospect isn't even rejecting the product or service being sold. Again, the only thing that's being rejected is the offer. One thing the salesperson can study from this encounter is that the prospect is REALLY saying "GIVE ME MORE INFORMATION ON HOW I CAN OBTAIN 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 prospect says. 1. FEAR SHOULDN'T BE THE ENEMY A long time ago I was taught a mnemonic. Fear means:- False Evidence Appearing Real = FEAR I have no idea where it originated from, but I understand it's true. Fear shouldn't 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 were created around FEAR. Actually, FEAR sells much better than any sales structure or process available to the salesperson today. If the salesperson learns to place this knowledge into the right perspective, they will benefit from FEAR.
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