Overcoming Rejection
So, the last account you sold was signed with a quill pen and your last signed contract was delivered by Pony Express?
OK, maybe
it hasn't been THAT long since you've closed a sale, but it has been
a little longer than you'd like.
Don't get down. Rejection is inevitable and there are plenty of other accounts waiting to be sold. They key is to not to prevent rejections, the key is to handle them effectively, before and after the presentation.
Before the Presentation :
1) Prepare Prepare Prepare. It's been drilled into your head, but that's because its so important.
- Tape your presentation.
- Rehearse.
- Ask others for input.
- Be prepared for price objections.
- Find out the merchant's needs and place your service to meet those needs.
2) Call on prospects who need your service. Don't waste time on unqualified buyers. Make a list of qualities merchants must have before you will meet with them. (What volume should the business produce, does the business need to be a certain size, are multiple locations an issue, what clientele do they serve, etc.) That way you are in control and essentially, you can reject them as unqualified before they can reject you.
After the Presentation :
1) Face the rejection, and move on to your next prospect. You're not the only person to be rejected and this isn't the last time you will be rejected. Don't be ashamed.
2) Use positive self talk. This business is demanding and you're doing a great job. Think of all your successes. Use those to motivate you for the next presentation.
3) Don't dwell. It's OK to be rejected, just don't let it get in the way of doing an effective presentation.
4) Go back to the prospect in a month or so. Keep trying. A Dartnell study showed that 95% of the sales professionals surveyed stopped calling on accounts after six "No's" but, in many cases, the "Yes" didn't come until the ninth time!
