@hudsonstryhn72
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как получить отказное письмо This FEAR (the FEAR 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 sort of (so called) rejection is due to prospect's and include as diverse a range of easily solved problems as: ? "I can't afford it" ? "Your price is too high" ? " отказное письмо по сертификации is overpriced" ? "Your competitor includes a better product" ? "I don't believe the colour will match" ? "I'll pay too much interest" . . . and so on. To any salesperson, they are normal objections, and so are easily answered. But to anyone 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 can" - to one of, "I'm not sure". ? 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, usually, the prospect isn't even rejecting the merchandise or service being sold. Again, the only thing that's being rejected may be the offer. One thing the salesperson can study from this encounter is that the chance is REALLY saying "GIVE ME MORE INFORMATION ON HOW I COULD BUY FROM YOU." . . . "IN THE EVENT THAT YOU SELL ME PROPERLY, ITâS LIKELY THAT I'LL BUY - BUT SELL ME PROPERLY FIRST". But if the attitude is wrong, the salesperson doesn't hear what the prospect means - the salesperson only hears what the prospect says. 1. FEAR MUST NOT BE THE ENEMY A long time ago I was taught a mnemonic. Fear means:- False Evidence Appearing Real = FEAR I don't know where it came from, but I know it's true. Fear should never set-in in selling. The salesperson may be the expert for that service or product. 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 some of the by-products FEAR can instil. The salesperson should realise that most good selling presentations are designed around FEAR. In fact, FEAR sells greater than any other 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.
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