Why should the customer make an appointment?
Why should a customer make an appointment with a salesman who spontaneously calls him to "stop by"? And why should he also place an order when there is no need?
At this point, rejection and frustration are preprogrammed by the seller. Good preparation, on the other hand, protects against disappointment. At the appointment and also at the conclusion.
Rejection at first contact - how to deal with it?
If the seller does not reach his goal when trying to make an appointment, this refusal at first contact can have different reasons: The customer
- could recognize no added value.
- considers the offer to be superfluous.
- is currently busy with other things.
- is satisfied with its previous providers and sees no need to change its buying habits.
The crucial questions to avoid rejection
In order to avoid rejection, each seller has to deal with the following questions in advance:
- What is it all about?
- What use does the offer have?
- What added value can the business partner expect from this?
- How can this added value be communicated within a few seconds?
7 tips for good sellers
Sellers need to know and deal with it: Not everyone needs certain offers. It is quite normal that not every person called agrees to an appointment with enthusiasm. The following 7 tips prevent rejections or at least help to handle them correctly:
1. Make curious
It is good to start with an individual conversation hanger. For a positive conversation, the key question is:
How do I pack my message in such a way that my counterpart can understand without much effort what the promise to my offer brings? Ideally, the customer must say to himself: If I do not make an appointment / do not buy, I make a mistake.
2. Deliver honest answers
"Why should my interlocutor sit down with me?" This question must ask the seller, even before the appointment. And he should find a relevant answer.
Do not go secrecy à la "I do not want to tell you that now, but I'm glad to be able to talk to you in person imagine"Honesty in sales requires quite freely to say what it is about. The customer has a right to it!
3. Provide security
Sellers do not have to be available at all times. You also do not have to ALWAYS have time for the customer. However, they must convey security to the customer.
Sellers should consider: "What can I increase, reduce, avoid, increase, so that the customer has less stress and pressure, that he has better, that he reaches his goals safely?" Prepared so he spares himself and his customer disappointment.
4. Ask questions
By appointment, opinion questions are excellent helpers. The salesperson learns how his customer is on a particular topic. "What do you think if we sit down then or then?" or "What happens when we first talk over the phone?"
If the customer actually says, "Nothing!", Which in reality hardly happens, then the seller notices that his offer has probably not pulled. So back to the beginning and answer yourself the questions: "What is the real value for the customer?" and "Why am I - not - relevant?"
5. Do not take rejection personally
True to the motto "Everybody's Darling is everybody's Depp" a seller can not please everyone. That is not desirable. Sellers just have to deal with the fact that, no matter how they position themselves, what they offer, and how they are purposefully prepared, there will always be people who say no.
No to the appointment. No to the offer. No to a cooperation. That's part of it. On the other hand, this makes the profession so challenging and varied.
6. Give the customer a chance
If the called customer rejects the next time, although it has been formulated in a utilitarian way, it is worth trying to reformulate it again. If he still says no, say goodbye politely.
Think "bad luck, then not" and call the next one. Important: The "bad luck" does not refer to you as the seller, but to the customer who just does not receive your special service. You do not have to blame yourself for not even giving him this chance.
7. Activate self-protection
By doing this, you protect yourself and maintain your self-esteem. Otherwise, there is a high risk that too many "noes" will reduce your motivation and you will not be able to terminate at all. But if you get too many cancellations, you should critically question your conversation. Also, the called circle of people should be checked so that only those "customers in spe" are contacted if possible, who would really benefit from the offer.
Maybe it will work on the next try. And the wishful customer of just maybe in three months is more open-minded, or you can then make more confident phone calls and so quickly build sympathy and arouse interest. And then ask for the appointment. And get it too.
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