Rejections Actually Help You Develop Your Sales Management Skills
June 7, 2018
When it comes to sales management, rejection is as natural as approval. It is bound to happen. And although you know rejection is unavoidable, it still never fails to break your heart. No matter how much you improve your customer relationship management or how much you develop your sales management techniques, rejections still hurt just as bad.
But don’t let this get into you. Instead, you should turn these losses into victories. Use it as a tool to help you improve your sales.
So, how do you handle rejections to improve your sales management?
“I have no interest” or “I am not interested”
An invalid reason such as this is actually the most popular reason your prospects use to dismiss you. Whenever your prospects tell you they’re not interested in your offer, they most probably have found your offer irrelevant and listening to your sales pitch is only a waste of time.
However, you can turn the events. So instead of apologizing and thanking them for their time, try to ask your prospect the reason for their rejection. Ask them questions that will make them think why they’re rejecting your offer.
Most probably they’re going reject you and tell you a much more valid reason for refusing your offer. But instead of moping around, why not use their reason, improve your sales strategy.
- Why is my prospect rejecting?
- Is my way of approaching my prospects, not effective?
- What should I do to make my prospects gain interest with my offer?
“I am already using a product for that problem” or “I am already using a product similar to that”
If your prospect gives you this reason, do not be tempted to attack the product your prospect is using— saying negative things about that product. Your prospect will think you’re rude and cut you off right away.
Think of it, your prospect already has an idea how your product works and what it can give them because they’re using similar products. So, attacking and devaluing your competitor’s products is certainly a red flag.
Instead, you should agree with your prospect and tell them that using such product is good for them. But don’t forget to add more value to your product. Tell them additional benefits your product has.
“Now is not a Good Time”
This reason is easy to handle. If your prospect is giving you this reason for rejection, you can give your prospects reason why it is ideal that they get your product now, and how it will help them during such times.
For Example:
“We’re busy for the upcoming holiday”
Your prospect is busy for the upcoming holiday. You can give your prospects ideas on how your product can help them during this time of the year.
In the end, it all comes down to this:
- listen to what your prospect has to say
- understand the situation they’re in
- find out the logic behind it
- use it to improve your marketing strategy
Your prospects rejecting you doesn’t mean they hate you or your product. It simply means they are not prepared, or they have not completely understood how your products and services work. It only means that your prospects are not yet sales-ready. You need to take some time to prepare them, and once they’re sales-ready, you can present your product once again. This time, they will be more accepting. Don’t have a CRM Singapore software yet? Contact us now! We’ll be glad to walk you through the benefits of using Infusionsoft CRM and how it can help your business.
