Whether you are in a for profit or non-profit sales is something we do. It’s a part of our routine and many of us are called on to sell on a daily basis. A consequence of that regular activity is that we also deal with rejection every single day. Often multiple times a day. We can get jaded and hard from dealing with rejection, but it goes with the territory. It’s important to understand that it’s not personal and that a NO will NOT stop your pulse.
Admittedly, it’s hard when we are singularly passionate about something, and present it that way to a potential client, and they still don’t buy it. We BELIEVE in what we have to offer, we KNOW that the value we offer is a win. We have lots of testimonials from happy clients who have great stories to tell about how our product was a benefit to them. But clearly, not everyone feels the same way.
So what do we do? How can we successfully overcome objections and convert our presentations into new clients? Not only new clients, but ENGAGED clients and clients that will stay with us for the long term.
Let’s start with your message. You may not even have objections, if you craft your initial approach just the right way.
- Start strong. Right off the bat blow up any objections BEFORE they explode in your face. You are painfully familiar with the objections you hear fairly often. So cut to the chase and just throw them right out on the table and overcome those before the prospect even brings them up. That kind of honesty shows #1 that you are aware of these objections, that you’ve heard them before and yet you believe in your product or mission enough to know that your value is there!
- Don’t be apologetic. If YOU don’t believe in what you sell how can you expect them to?
- Ask questions. Make sure you understand what will resonate with them by asking questions specific to THEIR business or personal needs. This will allow you to customize the message to address specific concerns or needs. You cannot succeed with a canned, “one size fits all”, delivery.
- Don’t do all the talking. Ask questions and LISTEN to the answers. Being an active listener will give you an advantage every time.
OK, so you’re telling me you’ve done all that. You’ve given the strong, positive delivery of value, you’ve given appropriate responses to all the common objections, you blew up potential landmines in advance, you’ve been sensitive to the prospects needs, you shared positive outcomes from engaged clients. They are STILL resisting; STILL saying no; NOW what?
Well No is a word. It’s a really tiny word and we give it too much power in this scenario. No IS an answer, and sometimes it is the answer we are going to get and that’s OK. If you’ve given it every shot, you’ve covered all the points above and then some, then just let the no be no. Say thank you for your time, please let me know if I can ever assist you in any way. All with a smile and a positive attitude (remember this is NOT about YOU) and then MOVE ON!!!! Don’t let it slow you down, don’t let it cloud your enthusiasm or belief in your product or your organization and certainly don’t let it stop you. There are plenty of others out there who will respond positively to your message!!! Keep on keepin’ on!!