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где получить отказное письмо This FEAR (worries OF REJECTION) is perhaps the HARDEST to detect in a salesperson - but undoubtedly, the EASIEST to improve. Yet too many salespeople tend to take rejection personally. This kind 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 has a better product" ? "I don't think the colour will match" ? "I'll pay где получить отказное письмо . . . etc. To any 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 problems with their closing rates: ? When their enthusiasm drops; ? When their attitude changes in one of "I can" - to one of, "I'm uncertain". ? When life offers them a lemon - and they simply suck on 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, however 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 may be the offer. A very important factor the salesperson can study from this encounter is that the prospect is REALLY saying "GIVE ME MORE INFO ON HOW I CAN BUY FROM YOU." . . . "IN THE EVENT THAT YOU SELL ME PROPERLY, ITâS LIKELY THAT I'LL 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 SHOULDN'T BE THE ENEMY A long time ago I was taught a mnemonic. Fear stands for:- False Evidence Appearing Real = FEAR I have no idea where it came 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 a number of the by-products FEAR can instil. The salesperson should realise that most good selling presentations are designed around FEAR. In fact, FEAR sells far better than any other sales structure or process available to the salesperson today. If the salesperson learns to put this knowledge in to the right perspective, they will benefit from FEAR.
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