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Margaret MacKenzie | 
09th Jul 2010 at 10:37 | 87 views | 
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Fear of Objection
An objection is not a rejection; it is simply a request for more information. - Bo Bennett.
You have overcome your fear of rejection, made that call and are now actually speaking to your prospect. Now is not the time for a stunned silence, (precipitated by the shock of actually getting through), but a chance to start building the relationship you want. Don’t be embarrassed about the fact that you are selling something, but do be honest about it. There is very little more irritating in life, than callers who say ‘I’m not trying to sell you anything’, when it is patently obvious that they are.
You gather your wits, you explain why you have called and, (because you understand the value of questioning in a sales call), you have asked your prospect some pertinent questions and listened to the response. You would now like to make an appointment, in order to explain your solution to the prospect’s problem in more detail. The prosp...
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Margaret MacKenzie | 24th Jun 2010 at 14:29 | 84 views | 0 comments(s)
Fear of Rejection
“A rejection is nothing more than a necessary step in the pursuit of success”. Bo Bennett
The main obstacle to making sales calls for oneself is fear. Fear of rejection. From the first school disco onwards, the thought of being left out and not wanted haunts all but the most self-assured amongst us. Do you remember how the school dances started? All the boys on one side of the hall, looking at their shoes or watches; all the girls on the other pretending not to look. Every one too scared to make the first move, for fear of being rejected.
It is exactly this fear that drives you away from the telephone and to clean behind the office fridge, (or whatever your favourite displacement activity is). It is not an easy thing to overcome. So how can we change how you look at rejection? How can we make it a good thing?
Bo Bennett has the right idea. Given that you cannot hope to make a hundred appointments from a hundred calls, you are going to ha...
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Victoria Moffatt | 06th Apr 2010 at 14:36 | 71 views | 0 comments(s)
Do you need to change your attitude?
Believe in what you are selling. Believe you have a right to make that call. If you think that the person you are calling is going to see you as a nuisance caller, the chances are that they will. If you believe in your product or service and can identify the problem that it can solve for your potential customer, then the message conveyed to the customer is that you can provide the solution. The only way you can do this is by using your listening skills. A conversation is a two-way process, and it is as important that you ask the right questions to find out what your prospect needs as it is that you listen carefully to the answers. This can mean that you actually help your prospect to identify the problem, and are then ideally placed to recommend your solution. The more you know about your prospect before you make the call, the more targeted your questions can be.
Many people hate making sales calls, as they think that all people hate rece...
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