Turning the ‘NO’ into a ‘YES!’

No to YesThe word every salesperson hates to hear—“NO!” For commission-based salespeople, this means you’re not coming home with the bacon tonight. Most often the skeptical clients already have the word “no” rolling off their tongue before you even have the chance to introduce yourself, let alone get the first word of your sales pitch out.

There’s no doubt that being rejected stings and deflates egos, but there are ways in which you can improve your tactics in order to change the “no” to “yes.”

Fox Business has revealed some tips on what to do after you have been rejected by a potential client:

  • Reevaluate your approach: If you are getting rejected by client after client, the problem may be in your approach. If you are attacking your potential client with several open-ended questions while examining them for vulnerabilities that you can use to sneak in and close the deal, you’re likely turning them off and intimidating them. It’s important to keep sight of the humanity in your potential client; talk to them, listen and fully understand what is that THEY are seeking to gain out of this appointment.
  • Ask to speak again: Cold calling is arguably one of the most feared activities by salespeople. But, if someone tells you that they’re “not interested,” ask them if you call them again in the future; and you’ll be surprised how many people say “yes” and give you a time frame. You never know what the prospect client has going on at the time, and simply just doesn’t have the time to talk to you right now.
  • Ask for feedback: Don’t be afraid to ask your client what went wrong. Make sure they know that you are not trying to sell them again—you want to know for your own personal use. Let them know that you are just seeking to improve on what you do and you would like honest feedback, whether it was delivery, price, product features (or lack thereof), etc.

Lastly, it’s important to remember to not lose your focus and drive due to a few rejections. All of us here at National Agents Alliance have heard “no” at some point, the key is to take each one as a learning lesson and move on to the next client!

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