Let's face it – no one in sales likes to hear the word 'No.' Even though hearing the word 'No' is unavoidable, how one reacts will either bring about success or failure.
Before I provide you with ways in which you can bounce back after hearing a 'No,' it's important to realize there are no perfect sales strategies because there are no perfect people. In addition to that, every interaction is bound to be different and depending on what you're providing, it will take greater focus to ensure that your potential client understands all of the facts.
So you've prepared for your presentation, done all of your research and spent hours sharping your skills by anticipating every question and objection and still get a 'No.' Now what? How do you bounce back?
Here are some tips in bouncing back when you hear the word 'No.'
1. Don't take the rejection personally. All too often when people hear the word 'No,' they automatically assume it's a reflection on them personally. That's not always the case. Understand this fact - everyone will not need your product and/or service because of several reasons. It's your task to uncover those reasons to help better you as a salesperson.
2. Re-evaluate your presentation. Did you provide enough facts? Did you fail to address the need for your product and/or service? Were you talking too much and not doing enough listening?
3. Thank the potential client for allowing you to give a presentation. It's hard saying thank you to someone after they told you 'No' to purchasing your product and/or service. However, you need to know kindness goes a long way. In fact, when potential clients see and feel your sincerity, there's a possibility of them changing their answer to a 'Yes.'
4. Follow-up within a few weeks. Just because that potential client said 'No' on a given day, it doesn't mean they will give you the same answer at a later date. Note: Don't pressure them every week, but call them in about a month or two to see how they're doing. This will not be the time to give another presentation, it's simply a courtesy call to let them know you haven't forgotten about them and that they shouldn't forget about you.
Many sales professionals like to say that hearing 'No' puts you closer to a 'Yes.' That sounds nice, however, if you don't know how to properly process a rejection, you will never get a chance to experience the wonderful benefits of hearing 'Yes.
Understand this – sales is about building relationships and the better relationships you build, the more successful you'll find yourself.
Dr. Sinclair N. Grey III is a speaker, author, and success coach. Follow him on Twitter @drsinclairgrey.org