“Thank you for your offer, but…” If you are a salesperson you are bound to hear the word “but” a lot. Hence, it is important not to be afraid of it. This actually means that you didn’t do a great job in convincing the value of your solution that warrants them to part with their budget. So you just need to retrace and think how you can add more value to your proposition. Rejection in sales is inevitable, therefore it is important to stay positive and persistent.
Now, here are a few tips for overcoming sales rejection –
1) Hear the customer: It is in sales nature to just wait for an opportunity to give your opinion as to why your prospects should buy your product or service. So when they reject, try to understand why. The answers might not surprise you but it will help you to prepare yourself better for future pitching after a sales rejection. Also it may be a good idea to ask customer for feedbacks. Know from them, if your pitch was good enough and where you need to improve and what you can do to make it convincing enough for them.
2) Know your customer: Know what the prospect likes and dislikes and why they are saying ‘No’. Asking “what is it about my product that you don’t like”, could give you a better idea. Sometimes the rejection is not on everything that is being offered. It may be due to a small part of your pitch that the client doesn’t like. To add to this, there may be different set of issues that would have resulted in a ‘no’. It may be due to low finances, low interest, low trust etc. If you could find out the reasons behind their objections you may be able to handle them. This means, ’no’ might not be their final answer.
3) Do not be desperate: Sales takes time. Have plenty of opportunities to keep yourself away from being desperate. You don’t want your prospects to smell desperation in you. Sometimes prospects take their own time to decide, so it may not be a bad idea to let them be and allow them to move at their own pace. Always keep the door open for them. It is always suggested to have a wide network. This could mean that you have a pool of prospects to choose from. Continuous pitching to different prospects will give you a very little time to mourn one rejection. Develop a sales network like a spider web, as it would give you enormous opportunities.
4) Do not take it personally: Sales rejections are normally because your product wasn’t exactly what your prospect was looking for, or their needs weren’t being met. It hardly has anything to do with you. So emotional drama is not going to help you cope with rejection. The problem is not always You. A lot many times we end up assuming that it is due to lack of selling prowess at our side which led to the rejection. As said earlier, there may be various reasons for a ‘No’.
5) Build relationships: If a prospect rejects you for now, it does not mean that they have rejected your offer permanently or will not be your client ever. Try to keep the conversation going. Start writing mails to the prospect on a regular basis, direct them to your competitor so they know that you actually care about their well-being. Building a relationship might even help you win referrals from your clients in the future.
6) Get great at closing: Most people quit selling when they face an objection. It happens because they don’t know how to counter objections or they plainly ignore them. However, it may not be a bad idea to close properly as most of the times it is during a closing that rejections come up.
7) Never ignore and move on: Never do this if you have come across a rejection. Say ‘thank you for letting me know’. Coming off rude may leave a bad impression in the mind of the prospect and he may never think about buying from you.
8) Expect rejections: Sales rejections are inevitable, but you may not be easily disappointed if you know how much to expect . If you know that getting a deal for the kind of business you are in requires approximately 10 calls, take that as an average. But beware that the number may always vary. Knowing your success rate will help you in dealing with sales rejections well.
Handling sales rejection is as important as pitching. How you overcome rejection in sales may well determine the future. Hence, it is imperative to deal with it very carefully and make sure that it doesn’t affect your long term goals.