Many individuals are of the opinion that dealing with rejection is part and parcel of the sales game. I’m here to tell you that it doesn’t need to be that way for you. As a struggling coach, I had to deal with rejection in sales at least 5 to 10 times more than I celebrated a victory and one day I just got fed up of being rejected when making sales and decided that something had to change. Immediately I found that, that ‘something’ was the way I looked at the sale. Through hundreds of mistakes, I finally found a ‘rejection free’ technique to sell in three simple steps.
1st Step to Avoid Having to Deal with Rejection
Before you start the sales conversation always gauge the commitment level of the client. If the prospect is just looking for information, you have to understand at that moment that a sale may not be possible and hence accept the fact that this an exercise in building your sales funnel for the future (which is as important as making a sale today). Therefore, begin the process by requiring the customer to rate their level of commitment to find a solution for their issue today, on a scale of one to ten (one being no commitment and 10 being committed), if the customer is at a 9 or a ten, there is a definite possibility of making a sale, as long as the following two steps are completed.
2nd Step to Avoid Having to Deal with Rejection
The #1 reason you are often rejected in sales is that they try to ‘tell’ prospects what they must do to find a solution to their challenge. This is the ‘old fashion’ method of doing things. The ‘new school’ method is to request them to tell you what they think they must do to get the results that they want, or avoid the pain that they are experiencing. Customers always know what they should do to get the results – and it’s better when they tell what they think the solution should be, rather than you telling them. 99% of the time, the answer they propose will match your solution to a great extent, so all you have to do is, commend them for identifying the solution and agree with them wholeheartedly (when you introduce your solution later on – they will not be able to say NO to it, because they suggested it themselves).
3rd Step to Avoid Having to Deal with Rejection
Now that they have told you what they believe is the right solution, it is your turn to move on to the next question, and that is to ask them – what it would mean to them to have such a solution? How much income will such a solution bring to them over the next six to twelve months? How much resource, cost and time savings will they be able to gain with such a solution? Now that they have put a monetary value to it ask them what they are losing by not having such a solution right now (this will help increase their awareness of the loss to them if they don’t take immediate action).
Now that the prospect described the solution and the cost of not having it right now, you tell him that you can provide him the exact solution that he described (cover all the main points he covered, when he described his ideal solution to you), Next tell him the results he can expect in terms of revenue, cost savings, etc. If you carried out the above steps appropriately – I can assure you that by the time you get to this point, the customers will be ready to snatch your offer right off of your hands.
Implement the three steps introduced above in your sales presentation, immediately and avoid having to deal with rejection in sales ever again.
To your success and your future.