{"id":4533,"date":"2022-05-19T04:30:15","date_gmt":"2022-05-19T09:30:15","guid":{"rendered":"https:\/\/top1.fm\/DailySalesTips\/?p=4533"},"modified":"2022-05-19T01:57:00","modified_gmt":"2022-05-19T06:57:00","slug":"sales-tip-1216-rejection-charlotte-lloyd","status":"publish","type":"post","link":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-1216-rejection-charlotte-lloyd\/","title":{"rendered":"Sales Tip 1216: Rejection – Charlotte Lloyd"},"content":{"rendered":"

\"\"“Developing your active listening skills can help you understand more about your potential customers.<\/span><\/span>” – Charlotte Lloyd in today’s Tip 1216<\/p>\n

What’s your thought about this?<\/strong><\/p>\n

Join the conversation below<\/a> and learn more about Charlotte!<\/p>\n

Investment Monitor<\/a>
\nCharlotte Lloyd on LinkedIn<\/a>
\nCharlotte Lloyd on Sales Success Stories Interview<\/a><\/p>\n

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442<\/strong> or Email: scott@top1.fm<\/strong><\/p>\n

Transcript<\/h3>\n

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today\u2019s tip comes from Charlotte Lloyd. Charlotte is Global Head of Partnerships for Investment Monitor, part of Global Data, she helps states, regions and cities to embrace digital tools to work better and smarter. She has a wealth of experience spanning almost 20 years in the economic development landscape and has visited over 70 countries to help locations tell their story and excel at marketing their locations to drive economic prosperity, create jobs and growth. Here she is:<\/p>\n

Charlotte Lloyd: Rejection<\/strong>\u00a0<\/span>–<\/span> Whichever way you look at it, can be hard, but it is also super empowering. Getting told no can be painful and annoying in sales. It is all part of the role. When you have worked months to bring in a sale, with multiple stakeholders and were initially told by your prospect that they were going to buy, finally getting a NO can be stinging. Rejection is an objection <\/span><\/p>\n

\n

What does NO mean in sales? NO simply means you are closer to a YES.<\/span><\/span><\/p>\n<\/div>\n

\n

Look at some of the most successful NOs in history:\u00a0<\/span>\u00a0<\/strong><\/p>\n<\/div>\n

\n

Bestselling\u00a0author\u00a0<\/span>Stephen<\/span>\u00a0King`s first book Carrie was rejected by publishers many\u00a0<\/span>times<\/span>, his wife found the novel in\u00a0<\/span>the<\/span>\u00a0trash and encouraged him to keep approaching publishers, it eventually\u00a0sold 350 million\u00a0<\/span>copies.<\/span><\/span><\/p>\n

Apple`s first tablet computer was laughed at in 1993, look what happened to Apple. Sometimes rejection can mean you are ahead of the pack.<\/p>\n<\/div>\n

\n

Winston\u00a0Churchill said “Success is stumbling from failure to failure without losing your enthusiasm,” Michael Jordan said he “has failed over and over again in his life and that is why he succeeds.”<\/span><\/p>\n<\/div>\n

\n

What does it really mean when the\u00a0prospect\u00a0gives you a no?\u00a0<\/span>\u00a0<\/strong><\/p>\n<\/div>\n

\n

Your<\/span>\u00a0product wasn’t what the prospect needed<\/span>.<\/span><\/span>\u00a0\u00a0<\/span><\/span>you<\/span>\u00a0are trying to sell a\u00a0<\/span>pick-up<\/span>\u00a0and that is not what the client needs,\u00a0<\/span>it`s<\/span>\u00a0not\u00a0<\/span>you<\/span>\u00a0they are\u00a0<\/span>rejecting it`s<\/span> the product.<\/span><\/span><\/p>\n<\/div>\n

\n

Get feedback and shift your pitch to what the prospect wants and how it solves their problem.<\/span><\/span><\/p>\n<\/div>\n

\n

Rejection is important in businesses because it can help you identify improvement opportunities in your selling strategies. Handling rejection can also help you learn more about your customers or target market.\u00a0<\/span><\/span>\u00a0<\/span><\/p>\n<\/div>\n

\n

Limit objections to avoid rejection<\/span><\/strong> – Remember that most people will not say yes until they have said no at least once. If you are pitching a\u00a0<\/span>product that<\/span>\u00a0is so good that people want to say yes, they`<\/span>re going<\/span>\u00a0to think\u00a0<\/span>it`s<\/span>\u00a0too good to be true and say no anyway. If you ask your friends out\u00a0<\/span>for<\/span>\u00a0drinks\u00a0and they say no, do you take it\u00a0<\/span>personally? <\/span>If they say no today, then they will end up saying\u00a0<\/span>yes<\/span>\u00a0another day. It isn`t charm or whit that closes the sale, it`s persistence and adding value. Most objections fall into one or more of these categories:<\/span><\/span>\u00a0<\/span><\/p>\n<\/div>\n

\n

Lack of\u00a0<\/strong>Trust<\/strong>\u00a0 –<\/span><\/span> This is something you must build and\u00a0<\/span>look<\/span>\u00a0to bring value to your sales conversation, demonstrate what the product can do and how it will help your\u00a0<\/span>prospect<\/span> solve a problem.<\/span><\/span><\/p>\n

Timing\u00a0<\/span><\/strong>– Maybe now is not the right time, be sure you have given them enough reason to want to act immediately. If they want to buy in 4 months, explain how this product will improve their life now rather than wait, uncover the impact of delayed action.<\/span><\/p>\n

Fear of change<\/span><\/strong> – Most people say no as they fear your new solution could be more, humans don`t like to have to make choices. If your prospect`s business stays the same, their competitors are gaining ground. What looks good and comfortable now, could be taken away in the future. <\/span><\/p>\n

Confusion\u00a0<\/span><\/strong>– Perhaps your prospect just doesn`t get it yet, have you assumed they,<\/span><\/p>\n<\/div>\n