@lunamathiasen06
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отказное письмо по сертификации 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 sort of (so called) rejection is due to prospect's and include as diverse a variety 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 color will match" ? "I'll pay an excessive amount of interest" . . . and so forth. To any other salesperson, these are normal objections, and so 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 problems with their closing rates: ? When their enthusiasm drops; ? When their attitude changes in one of "I can" - to one of, "I'm uncertain". ? When life offers them a lemon - plus they simply suck onto it. In other words, 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, usually, the prospect is not even rejecting the merchandise or service being sold. Again, the thing that is being rejected is the offer. One thing the salesperson can learn from this encounter is that the chance is REALLY saying "GIVE ME MORE INFORMATION ON HOW I CAN BUY FROM YOU." . . . "IF YOU SELL ME PROPERLY, CHANCES ARE I WILL BUY - BUT SELL ME PROPERLY FIRST". 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 originated from, but I understand it's true. Fear should never set-in in selling. The salesperson is the expert for that product or service. The salesperson has more expertise, more experience, more knowledge and better back-up than any prospect. как получить отказное письмо , 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 far better than any other sales structure or process available to the salesperson today. If the salesperson learns to put this knowledge in to the right perspective, they'll benefit from FEAR.
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