как получить отказное письмо
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This FEAR (worries OF REJECTION) is perhaps 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 type of (so called) rejection is due to prospect's and can include as diverse a range of easily solved problems as:
? "I can't afford it" ? "Your price is too much" ? "Your product is overpriced" ? "Your competitor includes a better product" ? "I don't believe the color will match" ? "I'll pay too much interest" . . . and so forth. To any other salesperson, they are normal objections, and so are easily answered. But to someone 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 issues with their closing rates:
? When their enthusiasm drops;
? When their attitude changes in one of "I could" - to one of, "I'm uncertain".
? When life offers them a lemon - plus they simply suck on it.
Quite simply, personal problems enter and prioritise themselves in the individual's workplace performance. Here too, где получить отказное письмо is is simple. What the chance is rejecting is not the salesperson, but the offer. In fact, most times, the prospect is not even rejecting the merchandise or service for sale. Again, the only thing that's being rejected is the offer. One thing the salesperson can learn from this encounter is that the chance is actually saying "GIVE ME MORE INFORMATION ON HOW I CAN BUY FROM YOU." . . . "IN THE EVENT THAT YOU SELL ME PROPERLY, CHANCES ARE I AM GOING TO BUY - BUT SELL ME PROPERLY FIRST". If the attitude is wrong, the salesperson doesn't hear what the chance means - the salesperson only hears what the prospect says.
1. FEAR MUST NOT BE THE ENEMY
Many years ago I was taught a mnemonic. Fear means:-
False Evidence Appearing Real = FEAR I have no idea where it came from, but I know 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 a number of the by-products FEAR can instil. The salesperson should realise that most good selling presentations were created around FEAR. In fact, FEAR sells much better than any sales structure or process open to the salesperson today. If the salesperson learns to put this knowledge into the right perspective, they'll benefit from FEAR.
? "I can't afford it" ? "Your price is too much" ? "Your product is overpriced" ? "Your competitor includes a better product" ? "I don't believe the color will match" ? "I'll pay too much interest" . . . and so forth. To any other salesperson, they are normal objections, and so are easily answered. But to someone 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 issues with their closing rates:
? When their enthusiasm drops;
? When their attitude changes in one of "I could" - to one of, "I'm uncertain".
? When life offers them a lemon - plus they simply suck on it.
Quite simply, personal problems enter and prioritise themselves in the individual's workplace performance. Here too, где получить отказное письмо is is simple. What the chance is rejecting is not the salesperson, but the offer. In fact, most times, the prospect is not even rejecting the merchandise or service for sale. Again, the only thing that's being rejected is the offer. One thing the salesperson can learn from this encounter is that the chance is actually saying "GIVE ME MORE INFORMATION ON HOW I CAN BUY FROM YOU." . . . "IN THE EVENT THAT YOU SELL ME PROPERLY, CHANCES ARE I AM GOING TO BUY - BUT SELL ME PROPERLY FIRST". If the attitude is wrong, the salesperson doesn't hear what the chance means - the salesperson only hears what the prospect says.
1. FEAR MUST NOT BE THE ENEMY
Many years ago I was taught a mnemonic. Fear means:-
False Evidence Appearing Real = FEAR I have no idea where it came from, but I know 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 a number of the by-products FEAR can instil. The salesperson should realise that most good selling presentations were created around FEAR. In fact, FEAR sells much better than any sales structure or process open to the salesperson today. If the salesperson learns to put this knowledge into the right perspective, they'll benefit from FEAR.
