How to deal with sales rejection?

__R__ejection during sales process is common, unavoidable, and should be expected at any point of sales presentation. For you being a sales executive, the prime agenda is to sell the product or service. For rejection at any step there is no room to blame the product or the prospect. The agenda should be closing a deal, building a strong relation with the prospect, and getting referrals.

So it is a critical component of sales management to win a sales rejection.

How to be successful in sales?

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15 Basic tips to deal with sales rejection:

Know the prospect:

Know the type of prospects you are approaching. They have common traits in the purchase behaviour depending on the demand, interest, knowledge about the product, its segments, etc. You can assess the rejection modes by knowing the type of prospect you are approaching. Over to that you can save time spending per prospect.

Before approaching a prospect, you should know what result you are expecting, who you are going to meet, what is their business, activities, customers, how your product advantage his business and make the presentation accordingly.

Click here to learn more about types of customers and how to deal with them

Don’t focus on negatives:

A sales person is helping a prospect with their product. You will have to address necessary crisis to help them. But don’t address too much, or talk about recession in business. It can make them stressed and negative to get convinced and it’s damn sure you can’t close the sale. Don’t be damn serious, make the presentation pleasant and smiling. Don’t use tough terminologies to present your product.

Body language shows your confidence, seriousness and respect to customer

Expect the rejection:

Sales itself is a Rejection Business and you have to accept the fact

Rejection from the prospect is natural throughout a sales process. Be not surprised when you hear, ‘I’m not interested’ or ‘No’. The positive fact is that you are getting the chance to know the inhibition and convince the prospect in a better way, than when the prospect is silent. The only thing you should maintain is your pleasant approach and not to change the temper of prospect.

Click here to learn about different kinds of rejection and how to deal with it

Don’t take the rejection personally:

Rejection during sales do not mean anything personally against you. So you should keep the ego, shyness, and shame feelings away. There are a lot reasons behind rejection

May be the product wasn’t a kind the prospect needed.
May be you are giving an unaffordable margin.
Of course! Your sales presentation may couldn’t convince him, or clarify the advantages the product can confer the prospect.
May be the prospect was disturbed by some other problems (they too are humans like you).

So, don’t be emotional with loss of a sale. The rejection can be smoothened over time. Be positive and polite to catch the tiger later.

Be a good questioner beside talented talkative:

Everyone believes a sales man should be a talented talkative.

But importantly he should be a good questioner.

At the same time being talkative, it is important to ask questions to the prospects about their views on your product. Utilise first 10% of time to ask right questionnaire.

Let your prospect speak for 80% time.

Know how to link the features of your product with the need of customers. Throw the questions in right sequence.

Listen carefully. You should have the third skill to carefully listen your prospect.

For the last 10% time give the solution as your product linking the needs of the prospect.

Mark your attitude:

Once you get your prospect is not in a way of closing the deal, be courteous. Treat the mind-set, pleasantly. It can increase the chance of a next sitting or the prospect will remember your attitude when they are in need or when another representative fail to treat the prospect well even in post-sales services.

Ask right questions:

During rejection a sales person is not ought to blame product, pricing, or competition. The presentation will contain some details that turned the prospect off. So better ask them what made the go without the product. It can help you find if there is anything you can change easily to change their minds. You can use the information for your future endeavours and overcoming future rejections.

Place a last minute proposal:

A last minute proposal always act as an opportunity to save the day. You may lose the sales due to a competitor from whom the prospect can find a better bid or can bargain more. Until closing the sales that competitor also have all the difficulties where he may lose as you may have passed through, or it is also possible that the competitor can’t fulfil the requirement as of the time. If things go wrong for the prospect with that competitor, your proposal will be on the table.

Such saviour proposals, once accepted can also gain credibility of its own.

Make it into your discussion room:

Rejection is a natural scenario and everyone in your team faces it. Instead of isolating yourself fed up with loses, have a discussion with your team members. Sometimes sharing experiences or suggestions may help you catch it or improve your sales presentation skill. You can get advice from your supervisors or managers. Or you can handover a prospect case to another team member which may result your team success. Integrity always help you run long!

Realize rejection as a major step towards your target:

Each rejections and each counter questions have some knowledge for you to deal with it. So finding right solution for each obstacles is a major leap towards your successful order creation. Because each rejection will come up with solutions of high sales chance.

Be a tenacious follower:

A rejection doesn’t means he/she do not need the product forever. So don’t leave a potential prospect forever. Check in with them on a regular basis to find a change of mind, but be sure not to annoy them with your calls.

Maintain an organised routine:

Following an organised work culture, like time of cold calling, number of prospects to be visited in afternoon, number of check-in in the first hour of job, etc. can help you be in the track when you feel fed up.

Be a pleasant talker and positive thinker:

There is no rule that your next approach will be a flop. Focus on your win points and use your weak points as points to get improved so that you can convert it to a win points.

Never be down or depressed, your target is to sell, the maximum number of calls can generate you the maximum results and sales. Once you succeed you can see every strengths in you and attain more energy to approach new clients.

Be a good price presenter:

Price objection is a common factor and nightmare for beginners in sales. Don’t be afraid to disclose the price of your product. The ground reason a prospect asking for the price is an anxiety whether it is affordable or worthy. To overcome this anxiety you can initially give a price range for the variants of your product. Give them a confidence of selecting their suitable variant from you. Don’t allow the prospect to doubt an overpricing, instead make your product features, specialities, aftersales costs, and premium qualities from competitor products into the needs of the prospect.

Ask for the order:

Close the sales as soon as your product please the prospect. Always end the process asking “How you are going to make the payment?” or “How much would you need now?” It is a common failure among the beginners not to ask for the order after a successful presentation. Don’t make unnecessary delay. After 24hrs, your prospect will forget 75% about the product, and 95% after 48hrs; remembering 5% may be most pleased or most unpleasing portion of the presentation. So close it there when you feel the prospect is pleased, ask for the order.