Every salesperson has had an indissoluble bond with the rejection of these two words from the day before the salesman. It was refused to accompany the salesperson to grow up, and refused to let many salesmen withdraw from the profession. Refused to let some salesmen fight more and more bravely, but also refused to let some salespeople can not stand the pressure, the rapids retreat. So how do you face rejection? How to find out the hope of sales success from rejection?
In the past ten years of my sales, I have encountered countless refusals, and even quarreled because of the customer's refusal. Gradually, I found that many of my customers who have successfully sold have rejected themselves, but they have become my customers. This ratio is about 70%. Why is this happening? Because when customers face the people who sold them to the products before, they will have a kind of heart and suspicion. 90% of people will refuse it with some common reasons, such as: your product price is too high; your product quality is not as good as a brand; your product is too ordinary; etc..... we do salesman At this time, we must be calm, we must analyze the reasons for the customer's refusal, and the customer does not really need their own products. When you make a real judgment, don't rush to convince the customer. Because you want to give customers time to get to know your people and products. At this time, my approach is to leave product information and then leave. But I will tell the customer, I will come to see you, I hope we can not become a business, still can become friends. Or: I will always call you..... No matter how severe the refusal we face, we must learn not to be humble. When we leave, we must leave a reasonable excuse for the next visit or phone call. There is also the need to face rejection with a normal heart. To truly understand, refusal is a common thing in sales. You must not affect your feelings because of refusal.
In the face of rejection, you must learn to agree with the customer first, do not speak out. It turns out that such a practice is stupid and inappropriate, and it is easy to make customers feel resentful. Don't even export hurts, some salesmen export: you don't understand; you don't understand; you don't know; wait... In the process of talking about business, try not to use negative language, and don't use language. Some salesmen, the opening is: my product is no problem, the quality is better, how bad a certain product... These languages ​​not only make customers feel resentful, but also let customers seize the handle. My general practice is: You are right. When you listen to you, you know that you are very professional. If you can give more valuable advice, we must improve. It is true that there is a process to improve our products. Can you try some advanced products, we must do better in the after-sales service... With this method, the average customer will discuss with you how the products are sold or used. When the customer can discuss the specific problem of the product with you, your sales will be 70% sure.
After the customer rejects you, the more direct the reason for his rejection, the clearer the conditions of rejection, the greater the hope that such customers will sign with you. The more vague the language he rejects, the longer you may have to follow the order. In short, find out the hopes of rejecting your client's expression language attitude. This is a feeling and experience of being a salesperson for a long time. As long as you are good at summing up and good at figuring out the psychology of your customers, you will be full of confidence in the face of rejection. Turn hope into an order.
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