indifferent – particularly as rejections loom. But love the product – truly believe it is precisely the right answer to customer needs – and it is much easier to slough off rejections and charge forward. That is why the sales consultant recommends that, when a rep is stuck, sometimes a good way to recharge their personal bat- teries is to reconnect with customers and hear from them how terrific your product or service is.
Now drill in deeper still by recog- nizing that rejection, when it comes, needn’t be seen as permanent. It may in fact just be a step on the way to a sale. A business consultant says, “Only you have the power to decide how you will think about rejection. Accept the fact that everyone you are in contact with brings you closer to someone who really wants what you are selling.
And know that, if you handle rejec- tion with grace – and even compassion for the other person, who is just trying to find the right solution – you may find they will call you again later, perhaps months or years from now.” She adds that there are clients in her portfolio who brushed her off. Then, after two years had elapsed, there they were, ready to do business. “Don’t see every rejection as final,” she says. “Some are just steps on the way to the sale.” Keep working on improving your psychology. Here is the enticing upshot, says the sales consultant: “The top sales executives are the ones who genuinely believe it is only a matter of time before things turn around – and this becomes, for them, a self-fulfilling prophecy. For them, it always does turn around.”
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SELLING TIP
Recruit Savvy “Sell Mates”
Two constitutes company – three or more make a team. Teaming up with savvy “sell mates” can boost both your morale and your income. A top-earning paperboard
box rep we know works hand in hand with salespeople in non- competing industries – computer supplies, office plastics, giftware. On a mutual exchange basis, teammates alert each other to opportunities. This clever rep at- tributes roughly one-sixth of her income to leads lured in this way. – RAY DREYFACK
Same Proven Learning, Whole New Way to Learn.
Introducing anytime, anywhere learning from Miller Heiman Group
With the all-new Learner Ready™ solution from Miller Heiman Group, your sellers get an all-new way to learn. It’s the same proven insight and methodology to sell more, but delivered in a way that now makes sense for your organization. We offer Instructor Led, Digital and Integrated Learning, and then help you reinforce that learning through ongoing coaching and follow-up. So you can select what you need to shape a cutting-edge learning experience that fits your company, your team and your culture.
Welcome to the New Innovative
Miller Heiman Group
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millerheimangroup.com SELLING POWER JUNE 2017 | 13 © 2017 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
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