@lunamathiasen60
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отказное письмо где получить отказное письмо (the FEAR OF REJECTION) could very well be the HARDEST to detect in a salesperson - but undoubtedly, the EASIEST to correct. Yet too many salespeople tend to take rejection personally. This kind of (so called) rejection is due to prospect's and can include as diverse a range of easily solved problems as: ? "I can't afford it" ? "Your price is too much" ? "Your product is overpriced" ? "Your competitor has a better product" ? "I don't believe the color will match" ? "I'll pay too much interest" . . . and so forth. To any other salesperson, these are normal objections, and are easily answered. But to anyone who has begun to take rejection personally, they become an affront that cannot be answered easily. This personal rejection mainly rears its ugly head when these salespeople experience issues with their closing rates: ? When their enthusiasm drops; ? When their attitude changes in one of "I can" - to 1 of, "I'm uncertain". ? When life offers them a lemon - and they simply suck onto it. Basically, personal problems enter and prioritise themselves in the individual's workplace performance. Here too, the answer is simple. What the prospect is rejecting is not the salesperson, but the offer. In fact, most times, the prospect isn't even rejecting the merchandise or service for sale. Again, the only thing that is being rejected is the offer. A very important factor the salesperson can learn from this encounter is that the prospect is REALLY saying "GIVE ME MORE INFO ON HOW I COULD OBTAIN YOU." . . . "IN THE EVENT THAT YOU SELL ME PROPERLY, ITâS LIKELY THAT I'LL 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 chance says. 1. FEAR SHOULDN'T BE THE ENEMY Many years ago I was taught a mnemonic. Fear means:- False Evidence Appearing Real = FEAR I have no idea where it originated from, but I understand it's true. Fear shouldn't set-in in selling. The salesperson is the expert for that service or product. The salesperson has more expertise, more experience, more knowledge and better back-up than any prospect. Apprehension, 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 much 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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