SALESPEOPLE MUST GET THEIR PRIORITIES STRAIGHT TO BE ABLE TO SELL
Over the years I have spoken to many an experienced salesperson who feel that the weak sellers will readily stop at the word “No” and in the process abandon the selling process, whereas an experienced professional will only stop when he or she hears the word “Yes.”
But, I think it goes deeper than that. The weak salesperson won’t get the “No,” simply because they won’t ask closing questions, and also because they don’t want to hear the “No” from the prospect.
Yet to a professional seller, if the question was asked, and the answer was “No,” from then on they would find the going fairly easy. If someone simply said “No” to a professional salesperson they would ask “Why not?” without thinking about it twice, the first time around, they would pause a little the second time before they answered, and would definitely stop, consider and most probably take the sale in a new direction the third time.
They would definitely not go to water or abandon the selling process at that point. No way.
In fact, right now, “let’s get into the head” of a professional superseller whenever they are confronted with the word “No.” Their mind would automatically think that there’s got to be reason why they are saying that, and with every reason there has to be an answer.
Then once they’ve acquired what they believe to be the answer, they know they can now focus the selling process properly and purposefully. In my opinion, it isn’t the salesperson who stops at the word “No” who’s weak, it’s the one who doesn’t get to a “No.” That’s the real tragedy.
The only way I can summarise what happens in situations like this, is that the weak seller may appear to control the interview, but really doesn’t, because of their inability to control the sale. Here we have the outplaying ramifications of the classing salesperson telling rather than selling.
They think they are controlling the sale in the sense that they deliberately avoid asking for the order. That’s as far from what should be happening there at the time of the presentation. But this one point so graphically illustrates the single biggest problem amongst those suffering from one of the FEAR factors.
Jacqueline Sidman, is a is an author, speaker and life coach, she has more than 15 years of experience helping others overcome life challenges, writes:
“Most people hate hearing the word “No.” Salespeople face the possibility of rejection on a daily basis. Not everyone needs the products they are selling, nor can everyone afford them, so prospects and customers say no to salespeople regularly. While salespeople do know they will be told “No,” their reaction to this rejection is the key to their success and happiness at their jobs and throughout their lives.
Rejection can cause doubt, a sense of failure, and stress, all negative feelings most people want to avoid. As a salesperson, you must realize people are not rejecting you as a person; they are simply rejecting what you are selling. So don’t let rejection negatively affect your emotions or attitude. If you do, the negative emotions can get you stuck in a viscous cycle of rejection, where the more negative you are, the more people reject you, which causes even more negative emotions and more rejection.”
The role of the professional seller is to find the prospect’s “HOT BUTTON”, then to probe and to sell until the want (desire) is created. Once this is done a number of the prospect’s uncertainties need to be overcome, the order MUST be asked for, and THE SALE CLOSED.
Sounds simple, doesn’t it? Yet it is with this final stage that most salespeople have a problem. Why? Because most don’t know how to ask. The reason is, you guessed it – the FEAR of rejection . . . or just in case the prospect says “No.”
#SalesTips, #Salespeople, #Priorities, #ProfessionalSelling, #Success, #SalesSuccess, #CreateLastingSales, #Selling, #Sales, #ClosingSales, #PeterCollins, #PeterCollinsProfitMaker, #ProfitMakerSales, #ProfitMakerSales.com
This Article is by Peter Collins – In a sales career spanning more than 50 years, Peter Collins has focused on helping and bringing out the best in others – whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and of the 130 books he has written over the past 48 years, Peter has 65 Business Books to his credit, (but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale). Peter also has written 23 Christian books. One of Peter’s books, sold almost 2 million copies in the late 1970’s and is still selling well through second hand online marketers worldwide. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring.
© Copyright Peter Collins, Profit Maker Sales, Sydney, Australia, 2002, 2007, 2011, 2015, all rights reserved.
Peter can be contacted through his website – profitmakersales.com
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