Dealing with rejection doesn't fall light, Lots Seller find it difficult to make an appointment at all customers to get. And it doesn't always come to an end. With all due respect to spontaneity, a good one Preparation is better.
- Why should the customer make an appointment?
- Rejection at first contact - how to deal with it?
- The crucial questions to avoid rejection
- 7 tips for good sellers
- Top books on the subject
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Why should the customer make an appointment?
Why should one Customer make an appointment with a salesperson who spontaneously calls him to “drop by again”? And why should he then also place an order if there is no need at the moment?
At this point, rejection and frustration are preprogrammed by the seller. Good preparation, on the other hand, protects against disappointment. At the appointment and also at the conclusion.
Rejection at first contact - how to deal with it?
The books on the subject (advertising)
If the seller does not show up when trying to make an appointment Objective, this refusal can have different reasons at the first contact: The customer
- could recognize no added value.
- considers the offer to be superfluous.
- is currently busy with other things.
- is satisfied with its previous providers and sees no need to change its buying habits.
The crucial questions to avoid rejection
In order to avoid rejection, each seller has to deal with the following questions in advance:
- What is it all about?
- What use does the offer have?
- What added value can the business partner expect from this?
- How can this added value be communicated within a few seconds?
7 tips for good sellers
Discounts for your success (advertising)!
Sellers need to know and deal with it: Not everyone needs certain offers. It is quite normal that not every person called agrees to an appointment with enthusiasm. The following 7 tips prevent rejections or at least help to handle them correctly:
1. Make curious
It is good to start with an individual conversation hanger. For a positive conversation, the key question is:
how do i pack mine message in such a way that my counterpart can easily understand what the acceptance of my offer brings him? Ideally, the desired customer has to say to himself: If I don't make an appointment/buy, I'm making a mistake.
2. Deliver honest answers
"Why should my conversation partner sit down with me?" Sellers must ask themselves this question before making an appointment. And he should find a relevant answer to that.
Secrecy à la “I don't want to tell you that just yet, but I'd be happy to tell you personally Conversation introduce." Honesty in sales requires being completely frank about what is at stake. The customer has a right to it!
3. Provide security
Sellers do not have to be available at all times. You also do not have to ALWAYS have time for the customer. However, they must convey security to the customer.
Sellers should consider: “What can I increase, decrease, avoid, increase, so that the customer less Stress and pressure that he is better off, that he can achieve his goals for sure reached?" This way he saves himself and his customers disappointment.
4. Ask questions
Questions of opinion are excellent helpers when making appointments. The seller finds out how his customer is on a particular topic. "What do you think of it when we sit down then or then?" or "How about when we talk about it by phone?"
If the customer actually says: "Nothing!", Which in reality hardly ever occurs, the seller will still notice that his offer has probably not taken off. So back to the beginning and answer the questions yourself: "What is the real added value for the customer?" and "Why am I - not - relevant?"
5. Do not take rejection personally
True to the motto "Everybody's darling is everybody's idiot", a salesperson cannot please everyone. That's not even desirable. Sellers simply have to accept that no matter how they position themselves, what they offer and how specifically they prepare, there is always People will give who say no.
6. Give the customer a chance
If the customer who is called rejects the next time, although the wording has been formulated in a benefit-oriented manner, it is worth trying again forms. If he still says "No," say goodbye politely.
Think "Tough luck, then just don't" and call the next one. Important: The "bad luck" does not refer to you as the seller yourself, but to the customer who is your special Performance just not received. You don't have to blame yourself for not even offering him this chance.
7. Activate self-protection
With this behavior you protect yourself and maintain your self-esteem. Otherwise there is a high risk that if there are too many “no” the Motivation subsides and you no longer want to terminate at all. But if you get too many rejections, you should critically question the start of the conversation. The group of people called should also be checked so that, if possible, only those “prospective customers” who would really benefit from the offer are contacted.
Maybe it will work on the next try. And the wishful customer of just maybe in three months is more open-minded, or you can then make more confident phone calls and so quickly build sympathy and arouse interest. And then ask for the appointment. And get it too.
Top books on the subject
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