Posts Tagged ‘paul d’souza’

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This is the final in the 5 part series of What I Wish I Knew More About…Sales.  A recap of the series is:

I.  Inspiring Your Customers and Creating Loyalty

II.  Know What To Quit In Sales

III. Managing Your Time

IV.  Just Pick Up The Phone

In this final part of the series we discuss how in sales, you shouldn’t take rejections personally.

I hope you’ve enjoyed this short journey.  More to come…

In sales, we get rejected most of the time.  Customers are telling us they cannot or will not do business with us; for a myriad of reasons.  I now know to not take these rejections personally, because when I do, they have a direct negative impact on my mood and energy, which in turn reduces my ability to perform powerfully moving forward.  The faster I can get over a rejection, the faster I can get into the game of being productive and effective.”

Paul D’Souza

Entrepreneur, Consultant, Author

http://www.pauldsouza.com/wordpress/

No one likes to lose an opportunity in sales.  Closing opportunities is what drives us in sales, increases our earnings and helps to take care of our concerns.  Unfortunately, more often than not, our offers are rejected.  Rejection is part of sales.  The last thing you should do, however, is take these rejections personally as it could hurt your relationship with your customers and do more damage than good.  Instead, how you handle rejection with your customers can either open the door to future opportunities or close it for a long period of time, if not forever.

In sales, you need to put your emotions aside, especially if you’ve lost an opportunity.  If you’ve lost a sale, you need to learn from your losses and ask your customers what you could have done to get the sale.  Always try to uncover why your offer was rejected.  If done right, criticism from your client on why you lost the opportunity can be a great tool to help you improve your offer in the marketplace while possibly assiting in improving your sales technique with your clients.  This can, in turn, help increase your revenues.

Getting rejected by your clients may not always be a setback.  If you start having conversations with your clients on problems that you can help them solve instead of just doing a “sales pitch” every time you meet with them, you will find that they will actually bring you in to their buying process.  The value of your offers will increase to your customers, not necessarily in a monetary value, but in the importance to their business.  Having these conversations with your clients may actually lead to conversations that open the space of possibilities for you to make them new offers.

Winning in sales is not just about how much you know about your offer, but how you present yourself to your customers and the relationships you build with them.  Create offers that take care of their concerns and in time you will become their trusted advisor.  As you travel down this new path, remember do not take rejection in sales personally.

Note:

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