Here’s another question that came up recently. “When your prospect or customer says, “No!”, what do you hear? How do you react? Rejected or challenged? What advice would you give to somebody just starting out?”
As a sales motivational speaker I see the negative consequences of sales and business people dealing with this badly every day so here is my advice…
It’s not what is said, it is your interpretation that does the damage. How many people every year die of snake bites? The answer is none. People die of the poison, not the bites. Salespeople are not undone by “No” but by how they interpret that “No.”
If someone says to you, “We have an existing supplier”… what do you hear and what do you think?
Do you hear, like most salespeople, “We have an existing supplier so we’re not interested. Go away!”? And then think, “This job is rubbish, no-one ever has a need for our services.”
Or do you hear, like sales superstars, “We have an existing supplier which means that we’re in the market place and already see value in what you do”? And then think, “All I have to do now is find a way to demonstrate how we can provide a better service.”
One of the keys to being a top salesperson is getting, keeping and cultivating a positive, sales mindset. This can be done by reading good sales books, listening to sales audios, attending sales seminars, mixing with sales winners, employing a sales coach, learning from sales experts, focusing on what’s good about any event….
To someone starting out, avoid negative mood-hoovers,whingers and whiners, associate with sales winners, make sure you get plenty of the good stuff. Protect your positive mindset like it is a pot of gold…
Because it is!
Related posts:
- What Are The First 15 Words To Say To A Prospect To Get Them Hooked Into A Conversation?
- “How Do I Avoid My Cold Call Being Viewed As An Interruption By My Prospect?”
- If Selling Is So Simple Why Can’t Everyone Do it?
- How Do I Get Myself Motivated To Sell More?
- Get The Sales Superstar Mindset, Video 3 Of 3
About Gavin Ingham
Hi Gavin
Thanks for your emails. The Objections book is by far the best book I have, I have learnt a lot from it.. By reading your articles / books I have come up with the following when opening calls with clients,
I would appreciate your feedback, if you can.
Many thanks
J
Good morning John this is J from XYZ recruitment, how convenient is it to talk?
(then go straight into talking about a candidate)
The reason for my call is that I have a candidate who has expressed a very keen interest in the "java developer" position. He has 5 years experience in………. has worked for…….
He is available tue/thursday for a interview when would you like to see him.
J
Thanks for your feedback on the blogs, articles and my Objections! Objections! Objections! book. Here are some (very quick!) thoughts on your opening statement…
Good morning John this is J from XYZ recruitment…
How convenient is it to talk?
(then go straight into talking about a candidate) The reason for my call is that I have a candidate who has expressed a very keen interest in the "java developer" position. He has 5years experience in………. has worked for…….
And now you have two choices. The typical approach is to say something like you have done. If you do this you I would consider creating a little scarcity around the availability of the candidate. This needs to be believable but it's always good to create some urgency before saying…
he is available tue/thursday for a interview. When would you like to see him?
John, clearly at this stage I don’t know whether you’re in the market or not but I would be interested in knowing a bit more about yourself and your business, see how I may be able to help you in the future. Tell me John, … and then ask a question…
I would then look to find out more about his business etc. You can still position the candidate again at a later stage and if the prospect is interested he may well ask you about the candidate in any case. Using this approach minimizes the chances of you walking straight into, "I'm not recruiting at the moment. Bye!" which is what you will probably get the other way.
This is actually an important mindset shift which links with my 6 Psychological Rules for Selling. I am using the candidate to create credibility and show that I understand the prospect's business. I am thinking about the client and making the call about them rather than me. I am facilitating a wider conversation in which I demonstrate that I am genuinely interested in my client and in their business.
In the other (more usual) way, most recruiters are saying, "Do you want this chap or what? No? Well, I'm off then!" I couldn't care less about you and your business, I'm off to find someone who will interview my candidate.
Good luck…
thanks gavin, that makes alot of sense…. and I see why many people say your the best…
I'm a bit curious as to the 6 Psychological Rules of selling, and as to what they are.
Keep your eyes open for future posts… will share more then…