Here we are at week four of this series and we are talking about how a rejection is not personal… from a business standpoint. There are a lot of factors in selling and maybe a client is looking at 5 other companies and they all beat you on price. It’s not that you are a bad person, it’s just that the customer is looking for value somewhere else.
It’s Not Personal
So we have already touched on this idea a little bit but let me further develop this. When a customer is rejecting a seller, many times that seller feels like he/she is being attacked. This provokes the seller and he lashes out in defense of himself or the company which can lead to a very ugly interaction, kinda going back to last week’s post. Don’t do this or assume this. The sales person needs to stick to their facts and if your facts and products cannot bring the highest value to a customer, you need to realize that and know that the customer is just looking for something more. If that means you have to admit to lose their business, that will build even more respect for you and your company.
Do not take it personally. When this happens, people will take it personally and will become angary, and unintelligent and costly emotion. AS a salesperson you need to be aware of your emotions. You need to sometimes walk away from a sale humbly and know that you may not be the best option for that customer. Remain calm and collected and in control of the situation. That will keep your reputation intact and you can start back up with another customer.
This idea can be applied to any customer not just the difficult ones. Sometimes you have a really great client and they are ready to buy and they ask if you can provide a certain service and you know you cannot. Salespeople in these situations need to humble themselves and if necessary pull away from the deal because you may not be exactly what they are looking for. As sales people we need to lose the arrogant mindset and humble ourselves to our customers to build trust.
testacr22