Sales Development | SalesForce | Entrepreneurship
Is Being Rejected Strictly About You? YES, IT IS!
Rejection is something that every salesperson faces. From the person who’s been in sales for 1 day to the season manager who’s been doing it for 10+ years, rejection happens, it’s part of being in the sales business.
Yes, I know, you read and hear all the time that “the potential buyer isn’t rejecting you, he is rejecting the program or product you’re offering.” If you’re like me, that explanation still didn’t make me all warm and fuzzy inside.
I often wondered what would it have taken to get the client to take that program, to buy that product. What more could I have done, what could I have explained better/differently?
The more I refined my speeches, the more I refined my “comeback responses”, there were always the same simplest of questions from the borrower, which just puzzled me, something just didn’t sit right with me. Why was it that a client who didn’t buy from me, took the same product offered by my competitor. It couldn’t always be price, could it?
If it were strictly price, people would only be driving the cheapest cars available. So, to me, price isn’t the main issue.
The truth is, there is no set answer. Each borrower has his/her own reasons why they did or did not go with you.
So, since I couldn’t change the programs or products being offered, I had to look towards something I could change, and that was me.
Then I remember something someone told me long ago, you don’t need to sell the program or the product, you have to sell YOU. The borrower already wants what you are selling, that part is done for you. All you have to do now is sell you.
So, in a way, the borrower IS rejecting you. Yes, I know, that goes against everything salespeople are taught. But you tell me if the fear of rejection is so much that you can’t stand it, then what are you gonna do about it?
Sure, understanding the product or program is a HUGE part of it, but understanding the human element of making the sale is just as huge. If you’re not constantly improving yourself, especially in this people-driven business of sales, then you’re missing a big part of your business.
Find things and do things that will make you more interesting.
Give the clients a reason to do business with you other than offering the “lowest price”. Working on you is just as important as working on understanding products, programs and guidelines better.
Oh, here’s a reality check as well….as long as there are people we deal with, there will always be rejection. Your job is to make it harder and harder for people to reject you.
Sales can be a tricky business, so giving yourself every advantage out there is a way to stay ahead of your competition!
Hey, did you know Andrew writes articles on different subject matters? Anything from Health and Fitness, Lifestyle, Family, Humor and stuff in between.
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