For every business, the backbone of its operation is the fundamental generation of income or simply putting, to make sales. In this article I am going to provide my top 10 tips to overcome a lack of sales.
Every entrepreneur who has started a business and every salesperson needs an arsenal of skills to achieve goals and survive as a business.
Ten tips to overcome a lack of sales
This arsenal is what determines whether they end up succeeding or just quit along the way. Unfortunately, sales are not an easy road. For the most part, sales professionals will have to deal with rejection.
Nobody likes it, but it is inevitable at some point in your career. What matters most is how you handle that NOT unwanted after delivering your speech or making a proposal.
Remember that rejection should be viewed as a way to learn more about what it takes to grow that capacity with which successful salespeople today are associated. If you’ve handled rejection in the past but can’t get over the experience, here are top 10 tips to overcome rejection in sales that will help you.
1. Don’t take it personally
Most salespeople who leave this field tend to take rejection personally. As such, the fear of approaching new potential customers comes into play and this in turn means that no sales are made. When a prospect says no, they are rejecting the proposal, not you. It simply means that your deal does not meet their needs or that they are not interested. Take no as feedback that the proposal might need corrections, and do so before you get closer to your next clue. It can also be an opportunity to politely ask the prospect the reason for their rejection of the offer.
2. Take rejection as an opportunity
It can be disheartening to get a no from a prospect you’ve been searching for months. However, remember that they don’t have to say yes to your offer immediately. Sometimes this is the right time for your proposal and the prospect just has to reject it. Waiting for a no after delivering your sales pitch could help you better handle rejection if this happens. It will also help you prepare for any feedback you want from the prospect regarding the reasons for rejection. This, however, does not mean that you prepare a vague sales pitch, just because you anticipate a refusal after presenting it.
3. Take it as a sign that you need to improve.
A no from a prospect should be an indicator that there are improvements you need to make. These improvements could include changing your approach when presenting your sales pitch. Sit back and analyze your approach from the point of view of potential customers. It can open your eyes to the things you need to do or stop doing. By the end of the exercise, you will find that you will be more motivated and goal oriented as you approach future prospects.
4. Teach yourself the art of moving on.
A rejection is simply a way of saying, “This prospect is not interested. But maybe the next one will be! ” Many salespeople remain so attached to the current opportunity that they don’t see the others waiting to be taken. If you find a rejection, take it as an opportunity to look for greener pastures. Let it be the reminder that there are bigger opportunities you could be missing if you spend too much time focusing on rejection.
5. Remember that you are not alone
Human beings are normally comforted by the fact that others are in similar situations. Remember that you are not the only seller who has faced rejection. Even the best salespeople have had to put up with it multiple times in their careers. Instead of sulking and thinking you’re alone, it might help to talk to other members of your team or even a successful salesperson you know. You can be an eye opener by listening to their stories about how they have had to overcome rejection in their careers.
6. Rejection teaches the skill of patience.
Yes, every salesperson wants to close every sale and fast. Patience may not be a skill that they are particularly interested in developing. However, the reality is that patience is a necessary skill in sales, as you are not guaranteed to close deals every time you approach a new prospect. Patience is needed during those times when you are not making sales and need to find potential customers. It is also necessary when you are dealing with a prospect who has previously rejected your proposal and you are using a different approach to get them to buy.
7. Learn to rank your potential customers
Leads come in different categories. Learning to identify these categories will help you better anticipate a rejection or sale. For example, a lead might be interested in information about what you want to offer. In most cases, trying to sell your proposal will result in a rejection. If you can identify the different categories of prospects, then it will be easier for you to make more sales and get fewer rejections.
8. Address rejection professionally
Remember that the prospect needs to see you as a professional. If the client rejects your offer, they most likely expect you to handle it professionally. It can be difficult to maintain your composure when a potential client rejects your proposal even before you present it. However, a negative reaction on your part will not only make the customer even less willing to listen to what you have to offer, it can tarnish your company’s image. Remember that your reaction to a rejection will show on your face, so always try to keep a friendly and professional look.
9. Take it as an opportunity to change your way of thinking
The rejection should serve as an opportunity to help you change your line of thinking. It can be easy to stay rigid in your thinking, especially if you’ve been making consistent sales. But consider a situation where you’ve been making consistent sales using a strategy and it suddenly fails. Blame the market, do your clients decide to fine-tune your strategy so that you re-create success? This last decision will surely bring results.
10. Take it as an opportunity to increase your motivation
Rejection can kill motivation and lower self-esteem. However, viewed from a different perspective, it can be an opportunity to boost motivation before approaching the next prospect. A good technique is to reach out to clients who have already rejected your proposal and ask for feedback on the reasons for their rejection. With such feedback, you can improve on your playing field and be better prepared when you approach your next prospect.
Resources and references: