Hey there! We've moved to another blog!
In the very near future, tt will be easier for us to customize our blog there so we've decided to move it. No hard feelings blogger, just a recommendation from our IT team. :)
Anyway, it's still a work in progress but we'll surely take care of it, step by step. See you there!
http://thenewlead.wordpress.com
Tuesday, February 15, 2011
Monday, January 24, 2011
"I've Been Dumped!": Handling Sales Rejection
It probably has happened more than you'd expect but everyone has been dumped, at one time or another, especially in selling. Unless you're born lucky, you'd want to get past it as quickly as possible.
Sales rejection can be quite a challenge to overcome but nonetheless, it's not impossible to get over it. You can start moving on with these tips:
It's not you, it's me.
Yes, it is the customer, not you. It's the product or the service that you're offering that they're rejecting, not you. So don't take it too personally. It might be a wrong timing for them, they might just be looking around, maybe they haven't decided yet or probably, they don't have a need for it yet but the important thing to know is YOU, as a human being, are not being rejected.
I'm not the right one for you.
Which might be true. "There are many fishes in the sea." That line is not only applicable to dating but also to selling. Why would you be so hung up on someone who doesn't see and need your product's/services' worth? You'll get only more and more frustrated and you'll also get those who already said NO, more and more irritated. Focus instead on the endless supply of "fishes" in the sea.
We need to see other people.
Again, true. Network, network, network. You don't know how many are going to say NO until you've talked to them all.You'll never know someone who badly needs your product or service until you've contacted them. Or until they were referred to you.
I need some space.
They might just be browsing around, just comparing prices & quality so they can't commit. Yet. So there's a probability that they will come back. Keep your emotions at bay and let them look around, even at your competitor. Just keep your doors open and keep on entertaining as many customers as possible. Those who said No the first time might just turn up anytime, ready to buy from you.
Better to have loved and lost than never to have loved at all
Or in this case, it's better to try and be rejected than never trying and never being rejected at all. Michael Jordan & Albert Einstein had to go through it to be the best at their field. So persevere and don't ever quit.
Just think about this, the faster you churn out NOs, the higher the probability you'll have a YES. Keep track of the rejections that you've received, take note of how many it was until you've reached a YES. So the next time you're getting rejected continuously, you'd turn that into something positive: "You're one step close to your next sale! Just keep the REJECTIONS coming!"
It's not you, it's me.
Yes, it is the customer, not you. It's the product or the service that you're offering that they're rejecting, not you. So don't take it too personally. It might be a wrong timing for them, they might just be looking around, maybe they haven't decided yet or probably, they don't have a need for it yet but the important thing to know is YOU, as a human being, are not being rejected.
I'm not the right one for you.
Which might be true. "There are many fishes in the sea." That line is not only applicable to dating but also to selling. Why would you be so hung up on someone who doesn't see and need your product's/services' worth? You'll get only more and more frustrated and you'll also get those who already said NO, more and more irritated. Focus instead on the endless supply of "fishes" in the sea.
We need to see other people.
Again, true. Network, network, network. You don't know how many are going to say NO until you've talked to them all.You'll never know someone who badly needs your product or service until you've contacted them. Or until they were referred to you.
I need some space.
They might just be browsing around, just comparing prices & quality so they can't commit. Yet. So there's a probability that they will come back. Keep your emotions at bay and let them look around, even at your competitor. Just keep your doors open and keep on entertaining as many customers as possible. Those who said No the first time might just turn up anytime, ready to buy from you.
Better to have loved and lost than never to have loved at all
Or in this case, it's better to try and be rejected than never trying and never being rejected at all. Michael Jordan & Albert Einstein had to go through it to be the best at their field. So persevere and don't ever quit.
Just think about this, the faster you churn out NOs, the higher the probability you'll have a YES. Keep track of the rejections that you've received, take note of how many it was until you've reached a YES. So the next time you're getting rejected continuously, you'd turn that into something positive: "You're one step close to your next sale! Just keep the REJECTIONS coming!"
Tips on Finding Prospects Online
Google or any search sites might come in handy but knowing how to search for it, what keywords to use and what words to eliminate would make your search easier.
Typically, one would type in the targeted company and the designation of your prospect. You might type in, for example, Company name-sales manager. Which will either give you a lot of search results, especially if you're searching in a large, international corporation, it would give you a whole bunch of manager titles, most of which might be indirectly related to your targeted company.
They key to making your search easier is by narrowing down your results.
Typing sales manager -GE would get you 1,380,000 results.
Instead of just typing the company name then the job title, key in first the designation followed by the website. Restrict the search results to sites that are relevant to the company that you are looking for.
For example, try typing in "sales manager" site:www.ge.com
The search results would be greatly reduced to 230.
Locating by business email address
You might think getting an email address of a prospect might be tricky, especially if you don't have any direct contact with them but in a way, it's easier to locate one if their corporate email address is the same with the company website. Just type in @company website and you'd surely find business email addresses associated with that company.
You can also mix it up and search by email address & job title. Just place the job title at the beginning of your search and enclosed it with quotation marks. An example would be "sales manager"- @ge.com
You might find what you are looking for or you'll probably get a whole of results that you have to comb through. Either way, once you've gotten a list of decent corporate email addresses, remember to never, ever spam them. It will create a negative impression on your company and spammers using corporate or even-non corporate email addresses can be blocked and you'll end up losing the opportunity to new business.
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