When I speak to sales groups, the subject of rejection comes up often during our Q and A sessions. Rejection is a natural part of the business of sales, and it is critically important to learn how to make rejection work in your favor. The way you view rejection will determine how you respond to each “no”, “not yet”, or “maybe” during your sales career. Your outlook will truly define your sales outcomes and income.
You must learn to love the word, “no” and believe each “no” you receive moves you one step closer to your ultimate goal, which is to hear the magic word…”yes.” – Paul Cummings
What does rejection really mean? Why are we hearing the word “no”? How do we use each “no” response as a call to action that allows us to turn the stopping stones into stepping stones that will lead us to a positive outcome? Is there value in each “no” we receive? Can we truly use rejection to our personal advantage as it relates to our career development? These questions are valid, and I have answers that will allow you to change your mindset about daily rejection.
- “No” means “not yet” and “not yet” means “yes” is coming your way!
- “No” provides you an opportunity to practice your techniques and thereby master the art of sales performance!
- “No” means the customer needs more information to make a decision they feel comfortable enough with to say “yes”!
- “No” means the customer is not fully satisfied that your product or service will meet or exceed their objectives!
- “No” is a call to action alerting you to slow down and ask better questions to get clarity and isolate the reason they said “no”!
“Rejection is not a setback; it’s a shout out from the customer saying, “Please help me say yes.” – Paul Cummings
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Author: Digital Dealer
Digital Dealer exists to help dealers and their managers sell more vehicles more profitably by creating the best live events and media in the industry.