If you are receiving rejection from your customers, and if you feel you are "failing", take it from Michael by being PERSISTENT. He certainly hasn't given up after thousands of failures. Now in sales, we all know that you can be perceived as either persistent or a pest. Which are you? Well, maybe a bit of both, if you are going about running your sales business the right way. Here are a few tips to get you stimulated to WIN more business in 2007 and beyond...
| Michael Jordan Experience |
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Persistence Pays Off BIG! It's a new year. Did you miss some opportunities last year? Well, make your resolution to succeed as the basketball great Michael Jordan does. "I have missed more than 9,000 shots in my career. I have lost almost 300 games. On 26 occasions I have been entrusted to take the game winning shot...and I missed. And I have failed over and over and over again in my life. And that is precisely...why I succeed." Incidentally, Michael was cut from his high school basketball team. (I wonder which Kentucky Fried Chicken that coach is working in today?) It's true, customers put us off. Here are a few of the most overused put-offs that our clients experience, along with some solutions to PERSIST. 1. "Our committee will meet to discuss your proposal." 2. "Management cut our budget." 3. "Call me back after...Flag Day." 4. "Oh! You need to speak to Pat about that." 5. "We're undergoing a reorganization--I'll call you." 6. "Send me some literature." Responses: 1. "Great. Let's set up a time with your committee so that all of us can discuss the project. When is the best time for us to meet this month?" (Once you're there, your opportunity to close the sale is greatly increased. Avoid locking the customer into too tight of a box to meet--if this is a true committee, allow time for them to all be there so your meeting quality is maximized.) 2. "Considering the urgency of your roll out, how will budget cuts affect your ability to move forward with your objectives?" (This should get your customer talking about what's really happening in their company. Sit back and listen before moving forward with your strategy.) 3. "Let's schedule a call for the week of the 17th. What time is best for you?" (Now you are making an appointment to speak to your customer. If he/she will be out, they'll tell you when there's a better time. DO NOT answer your own question! Wait.) 4. "That sounds great. What is the best way to reach Pat? (Shut up and wait for an answer.) Then, "Will you go ahead and make an introduction so she'll know I'm calling?" (Now you have a referral turning a cold call into a warmer one!) 5. "Interesting. What type of reorganization?" (Get your customer talking and you may find out about additional sales opportunities or industry specific news that is important. Or, you may find out that this is the time to cut bait. After listening to your customer talk, ask him/her when is an appropriate time to call back.) 6. "Sure, I'll be happy to. However, you probably don't want the three inches of collateral that we have available. So, before we send anything, I'd like to ask you a few quick questions to send you exactly what you need. Tell me about your..."Remember, when you get rejection, don't just put your tail between your legs and whimper out of the call! Emulate Michael Jordan by continuing to follow through and end each sentence with a QUESTION. That way, you'll get your customer talking so you can win, BIG! (c)Renee P. Walkup, SalesPEAK, www.salespeak.com 678 587-9911 |
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