How To Avoid Rejection

Anyone in sales knows about rejection. And to 80% of salespeople, this is what they fear the most. Fear of rejection creates call resistance, long lunch hours, sick stomachs and can turn a telephone into a 200 pound weight - hard to pick up.

The Top 20%, however, have found a way to avoid being rejected and use this technique to make every call successful. It's called the “Next in line" pitch. Here's how it goes:

1) First, the Top 20% are prepared for resistance and are not surprised when they get it. Instead, they expected and are prepared to handle it.

2) When/if a prospect says any of the following:

“We're not interested."

“I’m happy with who I'm using."

“We don't need any right now."

Or any variation thereof, the Top 20% respond with:

“I understand _________, and let me ask you a question -- the next time you need (your product or service) could I be the first one in line you speak with to get (another quote, opinion, check with, etc.)?"

The prospect almost always says yes, so then use:

“Great, I’ll send my contact info, please keep the near your (ordering information, etc.). By the way, what might have to happen for you to begin looking for a different (vendor, company, price, etc.)?"

This last part is what sets up your next call and reveals your prospect’s future buying motive. Listen carefully and write down what they say – you’ll need it later on.

Follow through with sending out your contact info and ask for a follow-up appointment.

By the time you get off the phone, you'll have established rapport, gained buying information, and created a relationship with a potential buyer. Not that, huh?

Use this technique and watch your call resistance and rejection disappear, and soon you'll be prospecting like the top 20%!