Teach yourself to accept the fact that the prospect saying NO is not a reflection on you personally. So don’t be too hard on yourself. Most prospects are merely saying NO for their own personal reasons or they simply don’t want to make a decision at all. The best salespeople know that their prospect wants them to be convinced, sincere, and reassuring, and to help the prospect act rather than to avoid or postpone a decision.
The main obstacle in approaching the issue of rejection is not how the prospect thinks of you, but how you think of yourself. It can be difficult to bounce back from refusal and frustration, but you can when you have complete sales confidence. Learn to move away from rejection and on to the next sales opportunity. Your self-confidence will be strengthened by the next sales victory.
Sales professionals deal with objections in almost every sale. The reason some objections occur in the first place is because of poor sales presentations, so to reduce the risk of objections be sure to give a thorough sales presentation. The more complete the presentation, the more clearly the buyer will understand your offer, which, in turn, will provide them with more reasons to make a positive buying decision.
One objection that frustrates most salespeople is, “I want to think it over.” In this case, the prospect simply doesn’t want to make a buying decision, and it’s not necessarily because they object to you or what you have to sell. By telling you what they won’t buy, the customer is also leading you in the direction of what they would buy if circumstances were right.
Objections also occur as a result of unconvincing sales presentations. A truly convincing presentation can melt away all remaining resistance:
- Deliver a convincing sales presentation by first boosting your confidence and developing a strong self-image.
- Secure your position by developing unshakable confidence in your products and/or services, and showcase them with enthusiasm.
- Realize that some objections are raised with enough regularity to become predictable. Be ready for them before they occur. Simply by thinking through some of the objections your prospects may voice, you set yourself up to respond with awareness and confidence.
- Realize that your answer to every objection doesn’t have to be 100 percent satisfactory. With this in mind, if your prospect doesn’t like every feature of your product, don’t assume you’ve lost the sale. Your competition won’t have a perfect product either.
Objections are simply expressions of interest. Ignoring objections, problems and/or concerns won’t make them go away. The good news is that customers don’t expect you to be perfect all of the time. They do, however, expect you to be honest with them all of the time. If you simply ignore problems or concerns instead of putting them out on the table and dealing with them, you will lose your customer’s trust.