Are You Missing These Sales Rejection Signs on the Path to Increase Sales?
Are You Missing These Sales Rejection Signs on the Path to Increase Sales?
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.
Are You Missing These Sales Rejection Signs on the Path to Increase Sales - To learn more about this author, visit Leanne Hoagland-Smith's Website.
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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.
Are You Missing These Sales Rejection Signs on the Path to Increase Sales - To learn more about this author, visit Leanne Hoagland-Smith's Website.
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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Stephanie RobeyStephanie Robey is President and CoFounder of Pivot Positive, LLC - an Internet marketing business focused on helping people start work at home ventures. Previously, she was employed at The Search Agency with over 20 years experience in graphic design and 10 years experience in online marketing. She was responsible for launching the Conversion Path Optimization (CPO) unit where she and her team have conducted hundreds of optimization tests for online companies across multiple verticals. She is a successful entrepreneur having started and sold 2 companies and remains on the board of directors of the third, PhotoSpin.com Stephanie began her career in the direct marketing realm creating and producing direct mail for many of the major cable television companies and directly attributes her understanding of Internet marketing to those early offline experiences. Stephanie is a graduate of San Diego State University with a BFA in Graphic Arts and also holds an Executive MBA from the Graziadio School of Business and Management at Pepperdine University. Read Steph's Blog Meet Steph and Dave Sign up for our Free 7-Day BootCamp: Self Employed & Rich - Visit Stephanie Robey's Website |
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