Identification with the role of the trader is possible only when it is perceived as a challenge. Often too high expectations and incompetent approach to customer’s refusal entail negative consequences. Ability of appropriate approaching the client, also in case when he avoids purchase is an advantage of effective seller. The apparent failure is the best school. So do you know what to do if customer says no?
Treat failure as fertilizer for future success
Search for challenges and do your best. Rate the efficiency and draw conclusions before the next competition. Use opportunities. These are universal laws of business, which should be accompanied by every trader.
I invite you to reflect on what follows the word “no” uttered by the client, what does it stand for? All traders more often hear “no” than “yes”. Why does it happen? Is it because of your poor preparation for work? Is it because of a bad product? These are common arguments, but are they true? Personally, I think NO.
At the moment the majority of potential customers is satisfied with the existing cooperation with suppliers and does not intend to change their plans or do not plan this type of shopping. How does this affect sales? Some sellers cannot accept the refusal, which consequently causes the fear of making new contacts. So I encourage you to develop the proper attitude toward the NO customers. At the beginning let us consider what word NO is. Originally it is interpreted as a rejection, failure. However, in retrospect – the term is misleading.
What is the purpose of the acquisition?
Immediate sale is an impossible task. Unless you are selling lifebuoys moment after the ship began to sink. The purpose of the acquisition is to build and maintain business relationships which result in mutual benefits in the future. Therefore, keep in mind that when the customer says “no”, and you keep the contact with him, there is a big chance that one time he will say “yes”. An attempt to instantly making contracts is short-sightedness, and consequently causes frustration and failure. Of course, there are situations where, due to favorable conditions, you can quickly make a sale. Remember: this is not a rule.
Overestimation of rejection and drama in relation to the effect of not making transaction, deprive you of success resulting from consistent and far-reaching acquisition. Self-pity and endurance in suffering have a negative impact on you and your relationships with business partners, which in turn make future contacts more difficult.
Fear of failure
The more it affects you, the shorter time in which the results are expected. The cure for this can only be gradual and consistent work. Remember: fear of subsequent meetings / discussions will be increasing due to the build-up failures. Only your attitude can change it.
Trader motivated by the vision of success is confident and treats failure as a prepayment for future success. Seller full of frustration, in whose head appears thoughts: I am done with it, it never works – strengthens the brakes and low level of career aspirations. A man who is conscious of his own purpose, self-worth, his mission in life, despite the failure he increases the willingness to work and a desire to achieve good results.
What can I do to strengthen my need for success in the acquisition?
Ask yourself the following questions:
• How strong is my desire to succeed?
• How strong is my fear of failure?
The relationship between the level of desire to succeed, and the level of fear indicates what you need to achieve your goal.
Type of the winner: a strong desire for success and a low level of anxiety.
The need for motivation: the slight desire to succeed is accompanied by a strong fear of failure.
The need for support: a strong desire to succeed at the same time a high level of anxiety.
You will never be a master of sales if low desire is accompanied by low anxiety. In this case, the right support can lead you to improvement. It is possible that you are in a difficult time in live and you should re-define your life’s mission. The support may be a family, a friend, a good manager or other professional (therapist, coach).
Reflections inspired by the book “Do not be afraid of acquisition. Effective distribution and sale” by Jurgen Ratzkowski
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