mathiasenmaclean90

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отказное письмо по сертификации This FEAR (the FEAR OF REJECTION) could very well be the HARDEST to detect in a salesperson - but undoubtedly, the EASIEST to improve. Yet too many salespeople have a tendency to take rejection personally. This kind of (so called) rejection stems from prospect's and can include as diverse a range of easily solved problems as:  ? "I can't afford it" ? "Your price is too much" ? "Your product is overpriced" ? "Your competitor has a better product" ? "I don't think the color will match" ? "I'll pay too much interest" . . . and so on. To any salesperson, they are normal objections, and so are easily answered. But to anyone who has begun to take rejection personally, they become an affront that cannot be answered easily. This personal rejection mainly rears its ugly head when these salespeople experience issues with their closing rates:    ? When their enthusiasm drops;    ? When their attitude changes in one of "I can" - to 1 of, "I'm uncertain".    ? When life offers them a lemon - and they simply suck onto it.    Quite simply, personal problems enter into and prioritise themselves in the individual's workplace performance. Here too, the solution is simple. What the chance is rejecting is not the salesperson, but the offer. In fact, usually, the prospect isn't even rejecting the product or service for sale. Again, the thing that is being rejected may be the offer. A very important factor the salesperson can learn from this encounter is that the chance is REALLY saying "GIVE ME MORE INFO ON HOW I COULD OBTAIN YOU." . . . "IF YOU SELL ME PROPERLY, IT’S LIKELY THAT I AM GOING TO BUY - BUT SELL ME PROPERLY FIRST". But if the attitude is wrong, the salesperson doesn't hear what the chance means - the salesperson only hears what the chance says.    1. FEAR SHOULDN'T BE THE ENEMY    Many years ago I was taught a mnemonic. как получить отказное письмо means:-    False Evidence Appearing Real = FEAR I have no idea where it came from, but I know it's true. Fear should never set-in in selling. The salesperson may be the expert for that service or product. The salesperson has more expertise, more experience, more knowledge and better back-up than any prospect.    Apprehension, consternation, dismay, dread, fright, horror and terror are some of the by-products FEAR can instil. The salesperson should realise that most good selling presentations are designed around FEAR. Actually, FEAR sells much better than any other sales structure or process open to the salesperson today. If the salesperson learns to place this knowledge into the right perspective, they will benefit from FEAR.

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