Learn to Fail
Failing is a fundamental part of sales, you simply will not close every sale. It isn’t humanly possible. So don’t let it get you down.
You’ve given a wonderful presentation, but the prospect said “No”. That isn’t saying you’re a lousy human being, it is simply saying that, as presented, they aren’t interested in your product or service.
Don’t walk out dejected, (yes, I know that’s hard not to do), but review every inch of your presentation. What did the prospect seem to react favorably to, and what did they react unfavorably to? What questions did they ask? Was there any one point where you seemed to lose them? Did you ask the right qualifying questions? Did you establish a need for your products or services? Did you find out who they are currently utilizing and what they liked and didn’t like about them? Did you research the company and their industry sufficiently to really understand what their problems and needs are?
Identify every instance where you could have done something different and ask yourself what could I have done? How might they have reacted if I had said this over that?
Put yourself in the prospects shoes and try to see your questions from their perspective. The better you can understand why people react the way they do, the better you will be in sales.
“No” doesn’t always mean no, sometimes it means you didn’t do your job properly, and you didn’t solve the real issues perceived by the prospect.
And sometimes, it simply means no.
The critical element is that you review each sales presentation, both successful and unsuccessful, to identify what you did right and what you might have done wrong.
The important thing is that when you fail, you should learn from the experience. You now have one more way not to do it.
Thats my 2 cents.
For all my marketing insights sign up for my FREE newsletters by clicking on the link below.
