It’s easy to get discouraged as a salesperson. Inevitably, you are going to be faced with a lot of rejection and an equal, or sometimes greater, amount of objections. It’s crucial that all salespeople go in to their careers aware of this, and learn how to deal in the moment with objections as well as the aftermath of rejections. Every experience in sales is a learning experience.
From prospecting to closing, and everything in between. Wheather you are a seasoned sales-pros or just getting your feet wet, this guide will help you close more business.
An excerpt from our sales training free business resource The Ultimate Guide to Sales Techniques that Work, here are helpful insights when being faced with rejection and looming objections:
Salespeople are going to be rejected: a lot.
It’s important that you go in understanding and accepting this as just a part of the process. For example, some sales environments have a 50% close rate, many have much less. You’re not going to sell to everybody. Ensure that you have good, realistic goals set for yourself - learn the best, most effective ways to fill up your pipeline to reach your goals, put your head down and barrel through.
For example: Say that your company’s sales goal for the month of January is 40 new units, and you have learned that you typically have a 25% close rate. In order to reach your goal of 40 units, you will need to fill your pipeline with at least 160 leads.
Now, in a perfect world you will have a whole lot of referrals to shift through, but if you don’t that means that you will be rejected, at least, 75% of the time – based on this example that would be 120 “No’s” to deal with. That can be a huge hit to the ego – but so long as you understand that this is just the nature of the beast, and remain optimistic, than you will be fine.
Interested in learning more about sales secrets from inside the industry? Download our free Ultimate Guide to Sales Techniques that Work from our sales training Free Business Resources Section. You’ll learn more useful tips to becoming a great salesperson.