@stryhnboswell52
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отказное письмо по сертификации 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 have a tendency to take rejection personally. This sort of (so called) rejection is due to prospect's and include as diverse a range of easily solved problems as: ? "I cannot afford it" ? "Your price is too high" ? " как получить отказное письмо is overpriced" ? "Your competitor has a better product" ? "I don't believe the color will match" ? "I'll pay too much interest" . . . and so on. To any salesperson, they are normal objections, and are easily answered. But to anyone who has begun to take rejection personally, they become an affront that cannot be answered easily. This personal rejection mainly rears its ugly head when these salespeople experience problems with their closing rates: ? When their enthusiasm drops; ? When their attitude changes in one of "I could" - 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 into and prioritise themselves in the individual's workplace performance. Here too, the perfect solution is is simple. What the prospect is rejecting isn't the salesperson, but the offer. In fact, most times, the prospect isn't even rejecting the merchandise or service for sale. Again, the only thing that is being rejected is the offer. A very important factor the salesperson can learn from this encounter is that the prospect is REALLY saying "GIVE ME MORE INFORMATION ON HOW I COULD 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 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 may be 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 some 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 in to the right perspective, they will benefit from FEAR.
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