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How to Avoid Rejection |
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Everyone in sales knows about rejection. And to 80% of salespeople, this is what they fear the most. Fear of rejection creates call reluctance; long lunch hours, sick stomachs and can turn a telephone into a 200-pound weight -- hard to pick up. |
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| Author: Mike Brooks |
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The Top 20%, however, have found a way to avoid being rejected and use this technique to make every call successful. It's called the “Next in line" pitch. Here's how it goes:
1) First, the Top 20% are prepared for resistance and are not surprised when they get it. Instead, they expect it and are prepared to handle it.
2) When/if a prospect says any of the following:
“We're not interested."
“I’m happy with who I'm using."
“We don't need any right now."
Or any variation thereof, the Top 20% respond with:
“I understand _________, and let me ask you a question -- the next time you need (your product or service) could I be the first one in line you speak with to get (another quote, opinion, check with, etc.)?"
The prospect almost always says yes, so then say:
“Great, I’ll send my contact info, please keep the near your (ordering information, etc.).” Now briefly take this info down and then:
“By the way, what might have to happen for you to begin looking for a different (vendor, company, price, etc.)?"
This last part is what sets up your next call and reveals your prospect’s future buying motives. Listen carefully and write down what they say – you’ll need it later on.
Follow through with sending out your contact info and ask for a follow-up appointment.
By the time you get off the phone, you'll have established rapport, gained buying information, and created a relationship with a potential buyer. Not that, huh?
Use this technique and watch your call reluctance and rejection disappear, and soon you'll be prospecting like the Top 20%!
About Author
Mike Brooks, Mr. Inside Sales, offers FREE Closing Scripts, and a FREE audio program designed to help you double your income selling over the phone. He works with business owners and inside sales reps nationwide teaching them the skills, strategies and techniques of top 20% performance. If you want to Close Business like a Top Closer, then learn how at: http://www.MrInsideSales.com
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