April 16, 2012 by Bob Hill
Posted in: In this week's e-newsletter - Sales & Marketing, Industry Spotlight - Sales & Marketing, Latest News & Views - Sales & Marketing, Sales meeting ideas, training
Here are four ways top salespeople turn short-term failures into long-term successes, without allowing occasional setbacks to get them down:
- View rejection as a necessary step at the beginning of a relationship. Showing prospects that you can respect their decision establishes a certain degree of character.
- Treat failure as feedback. Review your performance and create a list of adjustments you can make to increase your chances of winning the sale the next time around.
- Stay focused on why the prospect said “no.” In many cases, the reason a prospect refuses an offer has nothing to do with the rep. Uncover the real reason and make it the focus of your value proposition when it comes time to meet again.
- Get right back on the horse. Don’t wallow in your failures. If you hit a slump, revisit some of your loyal buyers. Close a few quick deals with them to gain some confidence back. Then get right back out there with new prospects.