Tennant Moody

оформить отказное письмо This FEAR (the FEAR OF REJECTION) could very well be the HARDEST to detect in a salesperson - but by far, the EASIEST to correct. Yet far too many salespeople tend to take rejection personally. This sort of (so called) rejection is due to prospect's and include as diverse a range of easily solved problems as:  ? "I cannot afford it" ? "Your price is too much" ? "Your product is overpriced" ? "Your competitor has a better product" ? "I don't believe the colour will match" ? "I'll pay an excessive amount of interest" . . . etc. To отказное письмо по сертификации , they are normal objections, and are easily answered. But to someone who has begun to take rejection personally, they become an affront that can't be answered easily. This personal rejection mainly rears its ugly head when these salespeople experience issues with their closing rates:    ? When their enthusiasm drops;    ? When their attitude changes in one of "I can" - to one of, "I'm uncertain".    ? When life offers them a lemon - plus they simply suck onto it.    Basically, personal problems enter and prioritise themselves in the individual's workplace performance. Here too, the answer is simple. What the prospect is rejecting isn't the salesperson, but the offer. In fact, most times, the prospect is not even rejecting the product or service for sale. Again, the only thing that's being rejected may be the offer. One thing the salesperson can learn from this encounter is that the chance is actually saying "GIVE ME MORE INFORMATION ON HOW I COULD OBTAIN YOU." . . . "IN THE EVENT THAT YOU SELL ME PROPERLY, CHANCES ARE I AM GOING TO BUY - BUT SELL ME PROPERLY FIRST". But if the attitude is wrong, the salesperson doesn't hear what the chance means - the salesperson only hears what the chance says.    1. FEAR MUST NOT BE THE ENEMY    A long time ago I was taught a mnemonic. Fear means:-    False Evidence Appearing Real = FEAR I don't know where it came from, but I know it's true. Fear shouldn't set-in in selling. The salesperson may be the expert for that product or service. The salesperson has more expertise, more experience, more knowledge and better back-up than any prospect.    Apprehension, consternation, dismay, dread, fright, horror and terror are a number of the by-products FEAR can instil. The salesperson should realise that most good selling presentations were created around FEAR. In fact, FEAR sells much better than any sales structure or process available to the salesperson today. If the salesperson learns to place this knowledge in to the right perspective, they will benefit from FEAR.

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