отказное письмо

оформить отказное письмо (worries OF REJECTION) is perhaps the HARDEST to detect in a salesperson - but undoubtedly, the EASIEST to improve. Yet far too many salespeople tend to take rejection personally. This sort of (so called) rejection stems from prospect's and include as diverse a variety of easily solved problems as:
? "I can't afford it" ? "Your price is too high" ? "Your product is overpriced" ? "Your competitor has a better product" ? "I don't believe the color will match" ? "I'll pay too much interest" . . . and so on. To any other salesperson, these are normal objections, and are easily answered. But to anyone 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 from one of "I could" - to 1 of, "I'm not sure".

? When life offers them a lemon - and they simply suck onto it.

Basically, personal problems enter and prioritise themselves in the individual's workplace performance. Here too, the solution is simple. What the chance is rejecting isn't the salesperson, but the offer. In fact, usually, the prospect is not even rejecting the product or service being sold. Again, the thing that's being rejected is the offer. A very important factor the salesperson can learn from this encounter is that the prospect is REALLY saying "GIVE ME MORE INFO ON HOW I COULD OBTAIN YOU." . . . "IN THE EVENT THAT YOU SELL ME PROPERLY, CHANCES ARE I'LL BUY - BUT SELL ME PROPERLY FIRST". If the attitude is wrong, the salesperson doesn't hear what the chance means - the salesperson only hears what the chance says.

1. FEAR SHOULDN'T BE THE ENEMY

A long time ago I was taught a mnemonic. Fear means:-

False Evidence Appearing Real = FEAR I have no idea where it came from, but I understand it's true. Fear shouldn't set-in in selling. The salesperson is the expert for that service or product. 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 some of the by-products FEAR can instil. The salesperson should realise that a lot of good selling presentations were created around FEAR. In fact, FEAR sells greater than any sales structure or process available to the salesperson today. If the salesperson learns to put this knowledge in to the right perspective, they'll benefit from FEAR.