No matter
how good you are, hearing ‘no’ is unavoidable in the sales world. While it is
frustrating, it is important that you look at what happened and make sure you
learn from it. There are some external factors that may have been against you,
but it is also important not to make excuses and to really think about what you
could have done better. There could well be something simple that you could
change that will mean you hear ‘no’ less in future.
Firstly, think about your mindset. Were you positive and confident
throughout the pitch or did you go in worried that you would lose the sale? A
client will sense when you are not confident about your product and will not
buy from you. It is important to identify and resolve this quickly, as a
negative attitude will lead to more rejection, which will then reinforce the
attitude.
Next, examine and review your message. Were you focused on the
product or did you sell a solution? A recent survey found that both winning and
losing salespeople tend to know their products very well. However, winners
understand how to prove their value and expertise, demonstrating that they can
solve the customer’s problems. Think about whether your message needs to be
more value-led.
Finally, consider who you were selling to. Did you make a
connection with the right person? While you may have impressed the person you
pitched to, if they were not the final decision maker, your message is likely
to get lost in translation. While it can be difficult to get access to the
right person, you are much more likely to improve your chances in the long run.
How can you make yourself stand out and impress the C-level executives?
Thinking about your failures might be painful, but it will be
worthwhile in the long run. What could you do to increase your chances in your
next sale?
Hays Sales are always
interested in hearing from positive, determined salespeople. To find out how we
could help you make the next step in your career, visit our website.
I personally think that every sales person must display the right attitude. Ensure the products/ services are bringing value and meeting customer's requirements. Not forgetting to know your competitors well and their strategy. Analyse how your products/ services can be beneficial to clients compare to competitors.
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