Most entrepreneurs I know hate rejection and sometimes even take a customer turn down personally. There is a way of creating a positive outcome from these situations.
I believe one should do everything possible to handle objections, but sometimes you simply have to accept that your customer is not going to buy. When this happens, there are two things you should always do, to make the most of the situation. This strategy has provided me with incredible learning, and over time yielded a great deal of business from customers I might otherwise have lost.
1. When a customer says "no" to your sales pitch, ask her why. Listen carefully and respectfully to her answer. Take notes. This information is likely to contain the clues you need to improve your offer. Thank her again and tell her you won't bother her until you have something better to offer her. Then, when you do have something better, give her a call. She will probably accept it since you've proven to be polite and useful -- and she may very well be ready for a change by the time you do have something good to offer her.
2. You should also make sure that your customer's details are in your data base, and begin to nurture the relationship. If you know what her interests are, or what challenges she is facing, you can send relevant articles from time to time. If you have a newsletter, make sure she is on your list of recipients. If you have any customer events make sure she is on the invitation list. This information should be of value to her not pitching your wares. Only by constantly delivering value can you show her that you should be top of her list the next time she is looking for your kind of products or services
What To Do When A Customer Say No - To learn more about this author, visit Michael Hepworth's Website.
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Leanne Hoagland-Smith
Are your sales where you want them to be? Will you be one of the few who achieves sales success or one of the many who have failed to change? So what are you doing to change those results? Let’s be honest, with companies moving globally and at lightening speeds, the traditional business solutions are outdated and dead. My approach moves your business out of its comfort zone and secures your competitive advantage now. If you are seeking to increase sales, build customer loyalty, create a culture of great attitudes or just achieve some sleep filled nights, then we should talk because my clients have experienced exactly those types of results. Learn more about customer loyalty at http://www.processspecialist.com/customer-loyalty.htm Give me a call at 219.759.5601 for a free strategy session. P.S. If you are seeking a motivational speaker, sales trainer or small business expert that will leave your audience smiling and remembering, please feel free to contact me at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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