This FEAR (worries OF REJECTION) is perhaps the HARDEST to detect in a salesperson – but undoubtedly, the EASIEST to improve. Yet too many salespeople have a tendency to take rejection personally. This kind of (so called) rejection is due to prospect’s and include as diverse a range of easily solved problems as:

? “I cannot afford it” ? “Your price is too high” ? “Your product is overpriced” ? “Your competitor has a better product” ? “I don’t believe the colour will match” ? “I’ll pay an excessive amount of interest” . . . etc. To any other salesperson, they are normal objections, and are easily answered. But to someone who has begun to take rejection personally, they become an affront that can’t 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 could” – to 1 of, “I’m not sure”.

? When life offers them a lemon – and they simply suck on it.

Basically, personal problems enter and prioritise themselves in the individual’s workplace performance. Here too, the answer is simple. What the prospect is rejecting isn’t the salesperson, but the offer. In fact, most times, the prospect is not even rejecting the merchandise or service being sold. Again, the thing that’s being rejected may be the offer. A very important factor the salesperson can study from this encounter is that the chance is actually saying “GIVE ME MORE INFO ON HOW I CAN BUY FROM YOU.” . . . “IF YOU SELL ME PROPERLY, CHANCES ARE 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 chance says.

1. FEAR SHOULDN’T BE THE ENEMY

Many years ago I was taught a mnemonic. Fear stands for:-

False Evidence Appearing Real = FEAR I have no idea where it originated from, but I know it’s true. Fear shouldn’t 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 a number of the by-products FEAR can instil. отказное письмо по сертификации should realise that a lot of good selling presentations are designed around FEAR. Actually, FEAR sells far better than any sales structure or process open to the salesperson today. If the salesperson learns to place this knowledge in to the right perspective, they’ll benefit from FEAR.