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Being a great salesperson begins by leveraging your self leadership skills and then turning some of those into specific sales skills. The abilities to see, hear and speak are necessary self leadership skills. When you use these skills effectively, you become more aware of the sales rejection signs that your potential qualified customer (a.k.a. qualified prospect) is sharing with.
One of the first noticeable sales rejection signs is that of being rushed or defensive. The other person reacts defensively to what you say or attempts to rush you through your conversation.
Being unresponsive is another sign. Is the person sitting across from you engaged in your questions and general conversation? Consider replacing the word unresponsive with the word bored. Do you feel that the potential customer would like to be any place but in front of you?
Many sales professionals experience distracted potential qualified customers. They may be answering their Palm or taking phone calls. If your potential buy is distracted, maybe it is better to reschedule the meeting and possibly even change locations.
Have you ever been with someone and sense that they are uncomfortable? Possibly, you are not meeting with the real decision-maker? Maybe they are just having a very bad day? Whatever the reason, if that person across the table from you is uncomfortable, then you need to reschedule your meeting.
Sometimes when meeting with that potential new client, he or she stops answering. The silence becomes deafening. This probably happened because you may have failed to read some of the other earlier sales rejection signs. Two other possibilities are you have been like a gattling gun with your questions or you have been so busy talking that you have made that potential client uncomfortable.
Body language is a great indicator if you are on the same communication playing field with your intended customer. Of course, all body language is contextual and requires that you stay actively engaged in the listening process.
One of the most tell tailing rejection sales signs is an unintended negative response. For many this goes beyond "Houston we have a problem" to totally sinking the sales person's plan. Sometimes, No means No. However in many cases No is an opportunity for Yes somewhere else. If an unintended negative response has arisen, then there is a good likelihood that the sales professional violated the sales process.
When a qualified potential customer questions the value of your products or services, this is another sign. An effective sales person can turn this into a golden opportunity to further demonstrate the value behind the solution being offered.
Many in sales confuse stalls with objections. This misreading of a stall for an objection is a serious mistake. A stall is just that a stall. Think of a horse standing in a stall. This is a comfortable, secure place and leaving it might be somewhat uncomfortable. Good sales people understand a stall for what it is worth and know how to clarify that stall into a real objection.
Objections are one of the sales rejection signs that many sales trainers focus their efforts upon. Yet, if sales people executed their sales process flawlessly, there would be far fewer objections. Objections are quite similar to fumbles. You have the ball (potential sale) in your hand and your are walking or running down to the goal line to score (earn) the sale. All of a sudden, out of nowhere, you are tackled by a question. In that process, the ball momentarily slips out of your hands. Your goal is to get possession of the ball back so that you can continue forward toward the goal and increase sales.
When sales professionals understand how to read the signs and then how to react to those signs, they can improve sales results. The challenge as always is being willing to leave your ego at the door, keep your core principles with you and to demonstrate outstanding sales skills through your self leadership skills. By embracing the behaviors associated with these actions, you can overcome the sales rejection signs.
Take this free sales skills assessment to help you increase sales.
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