@stryhnvestergaard85
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как получить отказное письмо This FEAR (worries OF REJECTION) is perhaps the HARDEST to detect in a salesperson - but undoubtedly, the EASIEST to improve. Yet far too many salespeople tend to take rejection personally. This kind of (so called) rejection stems from prospect's and include as diverse a range of easily solved problems as: ? "I can't 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 too much interest" . . . and so forth. To any salesperson, these are normal objections, and so are easily answered. But to отказное письмо по сертификации 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 problems with their closing rates: ? When their enthusiasm drops; ? When their attitude changes from one of "I could" - to one of, "I'm not sure". ? When life offers them a lemon - plus they simply suck on it. Put simply, personal problems enter and prioritise themselves in the individual's workplace performance. Here too, the solution is simple. What the chance is rejecting isn't the salesperson, however the offer. In fact, most times, the prospect isn't even rejecting the product or service being sold. Again, the thing that's being rejected is the offer. One thing the salesperson can study from this encounter is that the chance is actually saying "GIVE ME MORE INFORMATION ON HOW I CAN BUY FROM YOU." . . . "IN THE EVENT THAT YOU SELL ME PROPERLY, CHANCES ARE I AM GOING TO 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 Many years ago I was taught a mnemonic. Fear stands for:- False Evidence Appearing Real = FEAR I have no idea where it came from, but I understand 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 a number of the by-products FEAR can instil. The salesperson should realise that most good selling presentations are designed around FEAR. Actually, FEAR sells much better 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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