In any case, a real salesman is never insulted by a refusal. He knows and believes that a customer has every right to say ‘no’, the same way as the salesman himself has when he is a customer. However, he never gives up easily and he does not write off a customer just because he did not become a customer on one particular selling interview.
Good many reasons are advanced for not closing or rejection. The Personal Secretary of Purchase Officer may say; “We are happy with our current supplier.” He may also complain “Sorry your prices are too high we can not afford”. He may also say; “Sorry, I know this is the sixth time your are calling and promised, I could see you, but something urgent has cropped up” and so on.
The sales has similar expressions from good many prospects, causing a hurt, anger or frustration and may be all of the three. That is why expressed sales expert says; “The salesman’s personality is on pressure that most people can not take it. He must feel at ease, cordial, and friendly in the presence of people who have little or no wish to see him or to listen to him. In the face of their resistance, he has to make them aware of needs, which they did not realize and on which they may not want to spend money. He must be tactful and agreeable.”
Salesman should do one thing when he faces rejection from his prospect, His reply is ‘no’ to your goods or service or to himself or his company. He should recall as to how many times a salesman at his door trying to sell household goods rejecting is nice proposal. The salesman said ‘no’ because from his angle of thinking, he did not like to buy.
Hence, rejecting one’s proposal is a natural reaction. It means that a customer knows the reasons for saying ‘no’, in spite of salesman’s best effort to comic him. Handling rejection is as handling any odd situation in sports may be say Badminton. When one starts first, it may be a little difficult but as he plays more often, it becomes easier. Over the years salesman keeps on trying and sharpening his skills, ultimately overcoming his fear of rejection. He finds himself suggesting options to the client that salesman would never have dared to do earlier.
One thing is sure that one cannot dominate rejection from a sales career. However, it Joes not mean that he cannot learn the tricks of handling rejection more effectively Mr. Jack Wichert has the following tips for handling rejection effectively. These are:
1. Don’t be Surprised When it Happens: that is encountering rejection is a proof that you are working.
2. Remember that It is Probably not You Who is Being Rejected.
3. Try to Determine the Reason for the Rejection: ask question and find out why the payment terms or the delivery schedule may be the problem, which could perhaps be sorted out.
4. Try to Learn Something from the Rejection: have your done your best? Did you try every dream open to your? What did you wrong? Can you ensure that such things do not happen again, as far as possible?
5. Don’t Sit Just Quite after a Rejection: try to get something from the prospect. Ask for another appointment, have some literature, or offer to send some additional material.
6. If Everything Else Fails, Forget the Proposal: in some underlines you may be rejected many times before you finally get an order. However, this does not happen all the time. If after real effort, you can not change the situation you would probably be wise to give the project to some one else.