How To Cope with Sales Rejection

Hi guys,

I have been wanting to take on the subject of rejection in selling professions for quite some time , BUT its not a very easy topic to write about.

I think homo sapiens are not attuned to accept rejection easily and therefore this becomes a very prickly issue in our lives.

BUT its an issues that needs attention especially for those of us in Sales who are front ending our corporate brands and bringing in the moolah.

I think that in order to be successful at sales, you need to be able to cope with rejection — an even to turn it into a goad that creates more success.

Once you understand this, rejection loses is power over you, and your ability to sell.

Your experience of rejection depends entirely upon three qualitative, subjective measurements:

  1. Frequency. Everyone can deal with some rejection, but how much rejection can you experience before you start taking the negative feedback to heart?  How many times can you contact a qualified prospect and get a negative response before you begin to take it personally?  Increase your tolerance, and rejection loses its hold over your future performance.
  2. Emotional Involvement. How emotionally involved can you become with somebody before you feel that the other person might know you so well that criticism hurts?  For example, you might be reluctant to close because you’re afraid that your customer might feel “buyer’s remorse” and stop liking you — a form of rejection.
  3. Perceived Importance.  As a sales rep, you’re likely to feel most comfortable contacting people who are of a similar (or lower) social class or educational background.  However, you might find yourself avoiding people whom you feel are more important than yourself, because their rejection of you might seem to carry more weight or authority.

Each elements is easily changed, fortunately.  Here’s how:

  1. Frequency. To make yourself less vulnerable in this area, you must differentiate between valid and invalid rejection. If the rejection is based upon something valid (like your basic approach), then you blame your approach and then change it.  If the rejection is invalid — as when a prospect “dumps” frustration — it has nothing to do with you, so you can easily ignore it.
  2. Emotional involvement. The cure for this subjective ailment is to believe in yourself and in your product.  If you truly believe in both, then there is absolutely NO reason why you shouldn’t want your true friends to be your customers.  If it turns out that your friend doesn’t want or need your offering, it’s not a rejection of you, but of the product and firm.  So it should have no power over you.
  3. Perceived importance. My mother always recommended imagining that you’re talking to the bigwig while he’s sitting on the toilet.  That doesn’t really help me, but I know what she’s talking about.  Look: most bigwigs are exceedingly average people who’ve stumbled into their success.  Their opinion means nothing in the long run, so don’t let it have any power over you.

I think the key skills that a mature sales professional needs to imbibe in himself/herself, is that of EQ (Emotional quotient)….a strong EQ will best equip you with the balance and poise to manage rejection when you go out there to get your business!!

I have extensively covered numerous aspects of selling skills and sales management in my blogs on wordpress….https://ashishtandon.wordpress.com

Please check out my blogs and feel free to ideate and provide me with your insights and suggestions…happy to learn from my peers and thought leaders.

Do connect with me on my professional FB page http://www.facebook.com/the.ashishtandon

You could also connect with me on LinkedIn http://in.linkedin.com/pub/ashish-tandon/4/427/188/

Don’t Let Your Brain Screw Up Your Sale

Hi readers,

I have often been asked by my mentees after a f_ck_d up sale on ….”where did we go wrong!!!???”

I did EVERYTHING that you taught me…EVERYTHING to the “T”, and yet the sale went to my competitor !!

Alright….

When it comes to success in selling, your brain can be your own worst enemy.

If you’re like most sales stars, your brain has a tendency to chatter away about the future, when having a conversation with a customer.  Even though you’re trying to listen, your brain is sending out all sorts of subliminal messages to your subconscious like:

  • “If I don’t make my quota for the month, my boss is gonna kill me…( Really…ask yourself this…are your KRAs all about numbers??? tch tch numbers are only 50% of your KRA my sales pro!!)
  • “If I don’t make this sale, I won’t be able to buy that Versace dress from my girlfriend…” (Man, get your priorities right, and then understand that those who love you will love you whether you got them that dress or NOT!!)
  • “I hope this guy doesn’t tell a boring story, because I’ve got a flight in two hours…” (Patience is a virtue in Good salesmanship my friend!! didnt you know this..)
  • “What should say say next, in response to what he’s saying now…” (Being presumptuous are we …)
  • Etc. Etc. Etc.

This mental chatter frantically pulls your attention away from the customer and towards your own priorities and goals.  That can be fatal to actually making the sale because you’ll miss cues and clues about what the CUSTOMER wants.

In short, the CUSTOMER will cease to be king in your subconscious and you will inevitable wander AWAY from a sale that YOU THOUGHT was in your bag!!

The solution is to treat selling more as a process and less as an achievement.  Here’s how:

  • STEP #1: Open your posture. Body language and engaged listening are inter-related. When the customer is talking, you’ll be more interested, and seem more interested, if your expression and posture indicates that you are interested.  This is not trickery; it’s everyday human behavior.
  • STEP #2: Look AT the customer. When you’re thinking of the future, or something that you’re going to say, your eyes will lose focus or drift slightly upwards.  Keeping your eyes FOCUSED on the customer (without staring through the customer) forces your mind into the moment.
  • STEP #3: Be aware of your breathing. Because you’re human, it’s nearly impossible to keep all of your thoughts away from yourself.  Rather than listen to your internal chatter, become aware of the sound and flow of your breathing, which won’t distract from your focus on the customer.
  • STEP #4: Stop to take notes. When the customer says something that you’re sure is important, rather than breaking your focus by glancing down and making a note, ask for a moment’s pause, and then make a note.  Segmenting the two activities ensures that you’re present during the conversation.
  • STEP #5: Trust your instincts. You may believe you need to analyze everything that’s going on in the conversation in order to come up with the “right” response.  However, you’re more likely to say the “right” thing if you’re actively listening and then responding in a way that “feels” right.
  • STEP #6: Be patient with yourself. Selling is the study of a lifetime, so you can’t expect to grasp every concept or master every technique immediately.  Fortunately, what’s most important in sales is the combination of intention and attention.  Make the sale about the customer.  It’s really that simple.

To know more about sales acumen read

https://ashishtandon.wordpress.com/2013/01/11/what-every-manager-should-learn-from-sales/

https://ashishtandon.wordpress.com/2013/01/11/what-we-can-learn-from-sales-gods-and-succeed/

https://ashishtandon.wordpress.com/2013/01/13/if-you-want-to-sell-more-get-curious/

Connect with me on LinkedIn http://in.linkedin.com/pub/ashish-tandon/4/427/188/

Better Questions = Faster Selling

Hi readers,

This blog is a natural fit after my blog on https://ashishtandon.wordpress.com/2013/05/04/the-10-best-questions-to-warm-up-a-cold-prospect/

After you have suitably warmed a suspect to a prospect, what sort of smart questions do you need to ask such that your sales cycle is reduced and you are able to close a deal at the earliest, at the same time, creating client delight.

I figured that an appropriate example would be just the right thing to explain a suitable line of action that could get you your desired result.

Questions serve three functions in a sales conversation. First, they elicit more information about the prospect, thereby allowing you to learn more about how (and if) you can help. Second, they move the conversation forward, so that you can continue to ask more questions, and learn even more. Third, they help build rapport with the prospect so that you can more easily move the entire sale forward.

With that in mind, the absolute worst kind of questions to ask are those that have a one word , monosyllabic answer. Example:

Sales Rep: What CRM vendor are you currently using?

Prospect: Oracle.

While the above question does elicit information, it does not move the conversation forward. Making the question open-ended does both. Example:

Sales Rep: What was your decision-making process when you selected a CRM vendor?

Prospect: We put together a cross-functional team which looked at different vendors. We decided that Oracle would be the best choice for us.

Sales Rep: What were the most important criteria for the decision-making?

While the above question both elicits information and keeps the conversation moving forward, it would be even more effective if it also helped build rapport with the prospect. The easiest way to do this is to assume that the prospect has something uniquely interesting to say. Example:

Sales Rep: The economy is tough but I’ve read that your company plans to use sales technology to help weather the tough times. How did your team come up with that plan?

Prospect: Well, we’ve been through some similar situations in the past and, when we got early warning that sales might drop…

In the above question, the prospect has essentially been given the permission to brag about his firm and his participation in helping his firm be successful. Since people like talking about themselves and their achievements, the prospect will probably warm to the subject, and the entire conversation will be more productive. And that, in turn, will make the sales cycle faster.

Personally , an eclectic mix of open ended and close ended questions worked best for me during my roles as a solutions sales specialist.

Based on the vertical that you are engaged in and the product or service that you sell, ideally a set of 10 , a mix of open ended as well as close ended questions work best to help you close your sale with your client, and leaving the client feeling that in you he has a friend and consultant for life!!

Happy selling!!

Steps to qualify your sales leads

Hi readers,

The process of sales involves turning “suspects” ( maybe he could be my client), to prospects ( aha!….I think he would buy from me if I could convince him)…to eventually , clients (YES! he bought from me …wooohoooo!!!)

BUT…in order to actually maximize your productivity, the star sales man has to learn the art of pre-qualifying the list of “prospects” as actual, warm, or hot leads…and thats an eclectic mix of art and science.

I have elucidated some steps that I think assist the sales rep to pre-qualify a prospect and to close the sale…

STEP 1. Define your target industries. Based upon your experience (and that of your colleagues) figure out which industries have both the greatest need for your offering as well as the money to purchase your offering. Limit your target to one or two industries at most. Now go through the generic list and scratch out everyone who isn’t in one of those target industries.

STEP 2. Define your target job titles. Within each industry there are “natural” buyers who either purchase offerings similar to yours or greatly influence such purchases. Based on your experience (and that of your colleagues) figure out the two or three specific titles that this natural buyer usually has within your target industry. Now go through the edited list from Step 1 and scratch out every remaining prospect that doesn’t have one of those two or three job titles.

STEP 3: Craft a targeted message. Based upon what you know about that natural buyer in your target industries, create a compelling message. You want a message that identifies the problem that keeps the prospect awake at night and which your offering helps to solve. The most effective messages have a high emotional content. For example- if you are selling  a video software service to a client using SMS to broadcast his marketing message, instead of saying that you are the best thing that happened after you-tube you may want to consider…” Would you consider a video software, that could compress a personal video message of upto a minute to a size that could be sent across to all your friends and business associates as a film clip, either through the SMS service or as an email?”

STEP 4: Reality-check the list and the message. At random, call four or five of the prospects on your edited list. Do not attempt to make a sale at this time. Explain that you’re trying to understand how to sell into the prospect’s industry. Ask them to confirm that the targeted individuals inside the targeted industries are actually the people you should be calling and that the message will prove effective. If there’s a disconnect, re-examine your assumptions and return to Step 1.

STEP 5: Help Marketing create better lists in the future. Make your cold calls. If you find (as you probably will) that pre-qualifying your cold calls results in a higher number of average sales per call, save yourself some time and trouble in the future. Ask Marketing to purchase or generate prospect lists that fit the demographic of your proven target. Warning: when the marketing group sees what you’ve done, they’ll probably want you to come work for them!

Happy qualifying and closing!!!

How To Make a Flawless Cold Call- PART 2

Hi winners!

This is part 2 of my blog titled- How To Make a Flawless Cold Call

This part will cover points 4 through 6 and complete the series for you.

I hope that the points that I have raised have helped you make some quick notes and create a personal playbook that you can refer to, wherever you may be, which part of the world you may be working today and in the future!!

These points sure helped me succeed in India and Africa…so the logic is, if they worked in these 2 very tough markets, it should be a cinch in the mature markets of the US and Europe ….right??!!

So here goes….

STEP #4: SCHEDULE THE RIGHT TIME

You’ll never get the cold calling done unless you schedule a regular time each week to make the calls.  The trick here is scheduling your cold calling at the times when prospects are most likely to agree to a future meeting and thus become a potential customer.

The “right time” varies according to whether you’re working from a static list (like one built from the search of a database) or working on leads being fed to you from a web site where potential prospects are constantly coming and going.

If you’re working from a list, the best day to call is Thursday while the worst day to call is Friday.  In addition, the best times to call are 8am to 9am and 4pm to 5pm, while the worst time to call is 1pm to 2pm.

If you’re working from a website feed, the best time to call is within 5 minutes from the time that the potential prospect was viewing your website.  Turns out you are 4 times more likely to successfully qualify a lead if you call within 5 minutes than if you call between 5 and 10 minutes. And you are 21 times more likely to qualify a lead if you call within 5 minutes than if you wait for 30 minutes.

STEP #5: GET THE RIGHT ATTITUDE

Most of your success in cold calling will depend not upon your product or the quality of your leads, but on your attitude as you approach the cold-calling process. Here are five tips to help you achieve the best attitude for this part of your job:

Use a headset, not a handset. You want both hands free so that you can talk as if you’re talking in person.

Sit up straight and smile. If you’re slumped and frowning, the prospect will “sense” it, even from a distance.

Visualize success. Think of a time when you won a big sale. Put your mind and memory and emotions in that place.

Practice your script. Practice what to say if you reach a gatekeeper and what to say if you reach a decision-maker.

Lay aside your sales goals. These get in the way if you focus too much on them. It’s about the customer, not about you.

STEP #6: MAKE THE CALLS

You are now ready to make your cold calls.  Remember, cold calling is a process of disqualifying leads, not finding prospects for your pipeline

This is a VERY important point. As my boss often pointed out to me, “cold calling” is a “discarding” or “disqualifying” process, like panning for gold or digging for diamonds. You have to turn over a lot of dirt before you find the gems.

If you fail to get this, you’re destined to get frustrated. So, rather than trying to get as many leads as possible into the pipeline, use the cold calling process to avoid wasting time and effort on people who will never buy.

Because of this, you must make a point to make every cold call into a “win.”  It’s a BIG WIN every time you can scratch a “lead” off your list, because that means you’re not going to be chasing wild geese around mulberry bushes.

 

Hope you liked my posts….keep writing and keep connected!