Sales Training: What Happens if You are Turned Down in Philadelphia PA?
A concern of some salespeople is that they’ll go through the whole sales process, one they truly believe that they are able to close, only to be turned down at the end. What do you do then? Of course, along the way, there were probably several clues or “no” answers throughout the process that should have been picked up on. However, now you’re at the end and the prospect says they don’t want to buy. You need to be able to counter that.
What to do when the prospect say “no” , the “door is closed” and the presentation seems to be over
- 1. Keep asking.
Don’t stop working for the sale if you really believe the prospect will find value in your product – and, assuming you’ve gotten this far, you should feel like they would find value in it. If they initially turn down your proposal, it is less likely that the prospect doesn’t want your product, and more likely that you didn’t explain the value of your product well enough. So, keep asking. You know the value of your product, and often your prospect does, too. They just need that extra nudge that comes form asking for the order several times. While presenting a sales training for a firm in Philadelphia that offered cash for homes, many prospects resisted taking their offer due to fear of not getting the best deal even though they had no better offers. The prospect did not understand the market. Simply by further educating the prospects and then asking several more times, deals were closed.
- 2. Generally, it’s not the prospect’s fault, nor the product’s fault.
The “no” or hesitation is likely because of indecision or fear. Sometimes, making purchases can’t be done without someone else’s input, so making the decision alone may not be comfortable for them. The best way to work around this obstacle is to simply ask why they rejected your sale. That’s the best way to figure out how to work around it and save the sale. Understand the prospect’s concerns, educate them and explain the value your product offers.
- 3. Render them defenseless.
There’s a reason your prospect has said no, and they have likely already told you what it is. Now you need to get your prospect into a mindset where they can hear/listen to the value being presented. There are a number of ways to do this.
- 1. “Give up”.
Get all your things together, change the subject, and ask for directions to your next destination. Just before you leave, ask a selling question or make a selling point that has been in the reserves until then.
- 2. Put yourself down.
Say how awful of a salesperson you are, and that if you were better, you would have easily been able to have them recognize the value and benefits offered thus selling the product. The prospect will likely start to disagree. Here, you can reiterate all of the advantages to your product again.
- 3. Ask why you failed at selling to them.
See at what point they decided not to go with the product and what you could have done differently to sway them. Genuinely listen and learn from this. Your prospect may actually give you some tips for the future. In the process, they may also change their mind and buy the product.
- 1. “Give up”.
Sales Training in Philadelphia PA
Now that you’ve disarmed the situation, you have the prospect in a position where they’re ready to listen again. Now make sure you have something to say of value specific to them and their needs. This depends on how the prospect responded when you asked why they didn’t buy – if they told you why, then you know what to ask. If they evaded the question, then you have to ask some more questions. Take these answers and learn from them to keep moving forward. Don’t take the first, second, or third no’s as a definitive answer. Keep asking.