Hey there fellow salesperson. Did you have a tough week? Feeling defeated and deflated? Frustrated? Well get used to it.
Trust me, every salesperson goes through this feeling at least monthly, brought about by their delivery team. By saying, "What have you done lately?" it is implied that yesterday's successes don't matter in a new day. Ouch!
But hang in there, fellow sales peeps! It is new day, and a new opportunity for success. Here are some startling sales facts published by sales expert Keith Barrot of Dynamic Sales Mentoring -
44% of salespeople give up after the 1st objection.
22% of salespeople give up after the 2nd objection.
16% of salespeople give up after the 3rd objection.
10% of salespeople give up after the 4th objection.
I.e. Only 8% of salespeople left to sell after 4 objections.
My repeated advice for sales people is always: BE A HUNTER, but it's important to be a knowledgeable hunter. Many objections are simply cries for more information. If you know your product well, you can turn objections into opportunities to teach and inform...that's how the 8% manage to hang in there, and often end up making the sale.
My latest sale was a result of such perseverance. As deflated as I felt by what appeared to be a brutal rejection, I just kept treating the comments as objections that required more explanation, and I hung in there until understanding resulted in acceptance, then desire, then SALE!
Happy selling!