Encounter Less Sales Rejection with This Technique
Summary
TLDRThis video discusses how to eliminate behaviors that lead to rejection in sales conversations. It explains that many salespeople introduce their solutions too early, focusing on their own agenda rather than understanding their prospects' problems. The video emphasizes the importance of asking questions and listening, building trust through genuine conversation instead of pushing for a sale. By shifting focus from making a sale to determining if a sale is even appropriate, salespeople can reduce pressure and increase trust, ultimately leading to higher success in sales.
Takeaways
- 🛑 Identifying the cause of rejection is essential before applying sales strategies.
- 🤔 Most salespeople introduce their solution too early, causing rejection.
- 🔄 Traditional sales training often leads to a focus on the salesperson's perspective, not the customer's needs.
- 🩺 Providing a solution without understanding the customer's problem is like a doctor prescribing medication without an examination.
- 🗣️ Salespeople often talk too much about their product and how it helps, without understanding the customer's unique problem.
- 🎯 Prospects are typically not interested in the salesperson's agenda; they care about their own needs.
- 🛠️ The problem isn't the product itself, but the way it's being presented without listening to the customer.
- 📞 During cold calls, prospects can sense when the focus is solely on making a sale, which builds resistance.
- 🤝 Changing the approach to focus on understanding if there is a valid problem that can be solved builds trust.
- 💡 By removing sales pressure and focusing on building genuine conversations, salespeople can become more successful and trusted.
Q & A
What is the main cause of rejection in sales according to the video?
-The main cause of rejection is salespeople bringing up their solutions or trying to help prospects too early in the conversation, before fully understanding the prospect's problems.
Why is it important to explore the cause of a prospect's problem before offering a solution?
-Understanding the cause of the problem helps salespeople offer relevant solutions and avoid triggering rejection. It ensures that the solution aligns with the prospect's specific needs and experiences.
What common mistake do most salespeople make when talking to prospects?
-Most salespeople try to offer solutions or talk about how they can help too early, without thoroughly exploring the prospect's problems or needs.
Why is presenting solutions too early in a sales conversation problematic?
-Presenting solutions too early can lead to offering the wrong solution or offending the prospect because it shows a lack of understanding and involvement in their specific problems.
What analogy does the video use to explain why offering quick solutions can be problematic?
-The video compares it to a doctor prescribing medicine without asking questions or examining the patient. This approach is unconvincing because the patient (or prospect) isn't involved in the process of diagnosis.
How does focusing on your own agenda affect a sales conversation?
-Focusing on your own agenda makes the prospect feel like they are being pressured or persuaded, which leads to rejection as the conversation is not centered on their needs but on the salesperson’s goals.
Why do people reject salespeople even if the product or service can help them?
-People reject salespeople because they feel like they are being told what to do or persuaded, which creates resistance. Prospects generally do not respond well to being told what is best for them without being involved in the decision-making process.
What is the key to building trust with a prospect during a sales conversation?
-The key to building trust is to focus on whether there is a genuine need for the product or service, rather than trying to make a sale. This approach reduces sales pressure and encourages open and honest dialogue.
How does shifting your focus from making a sale to understanding the prospect's needs benefit the sales process?
-Shifting focus from making a sale to understanding the prospect's needs helps reduce sales pressure, making prospects more open and willing to engage in a conversation. This builds trust and increases the chances of closing the sale.
What mindset should salespeople adopt when making a sales call?
-Salespeople should approach the call with the mindset of discovering whether the prospect has problems they can help with, rather than focusing on closing the sale. This creates a more natural and trust-building conversation.
Outlines
🔑 Understanding the Triggers Behind Sales Rejection
The video begins by addressing the causes of rejection in sales. It highlights that many salespeople tend to introduce their solutions too early in conversations, leading to rejection. The key message is that rejection is often self-caused due to the premature focus on solutions rather than understanding the prospect's problems. It emphasizes the importance of exploring the root cause of the prospect's issues before offering solutions. The analogy of a doctor prescribing without a diagnosis is used to demonstrate the risks of offering solutions without adequate exploration of the problem.
📞 Changing the Focus to Build Trust in Sales Conversations
The second part of the video discusses how prospects often reject salespeople because they feel the salesperson is only focused on making a sale. The video suggests a new approach: shifting from a mindset of 'making a sale' to one of determining whether a sale should be made in the first place. By detaching from the outcome and focusing on the prospect’s needs and problems, salespeople can reduce sales pressure and build trust. This shift allows for more honest and open dialogue, ultimately leading to higher earnings. The video concludes by encouraging salespeople to have genuine conversations to discover if they can help, rather than pushing for a sale.
Mindmap
Keywords
💡Triggers
💡Rejection
💡Seven-figure sales training
💡Agenda
💡Closing techniques
💡Objection handling
💡Sales pressure
💡Trust
💡Conversation
💡Prospect
💡Solution
Highlights
Understanding the cause of rejection is key before looking into solutions.
Salespeople often get rejected because they bring up their solutions too early.
Traditional selling methods focus too much on offering solutions without exploring the customer's problems deeply.
Offering a quick solution without understanding the customer’s problem can lead to rejection or offending the prospect.
It's important to involve the customer in the conversation before providing solutions, similar to how a doctor would diagnose a patient.
Focusing too much on what you think is right, rather than what the prospect needs, leads to rejection.
Salespeople often focus on their own agenda and not the prospect's needs, causing a disconnect.
Prospects are not interested in being told what to do; they need to feel involved in the conversation.
Effective salespeople ask questions and listen more, rather than focusing on convincing and persuading.
The prospect's perspective on your product is more important than your own opinion of it.
Cold calls often fail because prospects sense that the salesperson is focused only on making a sale.
Detaching yourself from the expectation of making a sale can build more trust with prospects.
When prospects don’t feel pressured to buy, they are more likely to be open and honest.
Shifting focus from 'making a sale' to 'finding out if there's a sale to be made' can lead to better outcomes.
Building trust with prospects can help salespeople become six-figure and seven-figure earners.
Transcripts
[Music]
now in this video you're gonna learn how
to eliminate the triggers or things you
say and how you say them they're
actually causing you to get rejected by
your prospects now let's take a look at
the cause of rejection real quick
because before we can start really
looking at seven-figure sales training
as a possible solution wouldn't you
agree that it's important to really
explore and identify the cause of the
problem in the first place
why is that because once we understand
what's causing us to get rejected it
will give you a better idea of what you
can do about it to eliminate those
triggers that are causing the issue let
me ask you is it true and be honest the
most sales people bring up their
solution or tell people how they can
help them far too early when they're
talking to their prospects and then what
happens they get turned down they get
rejected right so if you are getting
rejected who's actually causing that
well of course you are you see
traditional selling has trained us to
bring up how we can help our prospects
far too early when we're talking to them
which automatically triggers our
prospects to reject us because we don't
explore what's behind their problems we
don't even spend enough time finding out
what's causing those problems and more
importantly how it's affecting them
personally we all have our opinions and
answers about things and we all think
ours is the right one for everyone else
just think about your political beliefs
or your religious please we all think
we're right so we quickly come up with
our solutions to our prospects problems
as we interpret them based on our own
experiences here's the problem with that
though when we as salespeople provide a
quick solution without finding out the
history of our potential customers
problems we're in complete danger of
offering the wrong solution or even
unconsciously offending people because
we haven't involved them in the
conversation and I'll give you an
example of what I mean by that
if you went to a doctor and let's say
complained of pain in your back and your
doctor came in without asking you any
questions or even examine you he or she
wrote you a prescription and told you to
go to the drugstore for some drugs how
would you feel about your doctor
probably not that convinced right the
reason is is the doctor did not involve
you in that process have you considered
that you'd be doing the exact same thing
if you go into your sales pitch and your
solutions too early in the sales
conversation you see when you tell
someone about what you have and how they
should do it because it will improve
their life and not only that your
company has the greatest customer
service and you have the lowest prices
and your company has the best ratings
and you have the best this and the best
that and you know it's gonna be good for
them whose point of view does it appear
that you're focused on yours of course
and how about when you use those closing
techniques whose agenda and whose point
of view are you focusing on yours and
what about when you use your objection
handling techniques whose agenda are you
focused on again yours let me ask you
are your potential prospects interested
in your agenda or what you think they
should do mostly not not even if we have
the best interests at our hearts how
many times have you seen someone close
to you have great need of your product
or service that you sell but they won't
even listen to you because you've told
them what they should do why is that
because most people are not interested
in being told or persuaded that you have
the right solution for them salespeople
come to me every day because they're
frustrated because they honestly believe
their products can help their prospects
but they can't seem to get their
potential customers to believe that why
well it appears that the very thing
sales people want their prospects to do
which is to listen to them is the very
thing
they don't do themselves they spend so
much time attending to tell and convince
and persuade and not enough time just
asking questions and listening the truth
is it doesn't matter what you think
about your product or your solution it
only matters what your potential
customer thinks let me give you another
example if you're like most salespeople
who make cold calls or call leads you're
of course hoping to make a sale or at
least make an appointment before you
pick up that phone the problem is your
potential customers you call get calls
every day from salespeople who are also
trying to make a sale just like you are
so they're used to this and they've
evolved and they've built up you know
sayings or defenses to get rid of you so
when you're only focused on your agenda
of making a sale do you think your
prospects can fill that from you and
when they feel you're only calling them
or trying to make an appointment with
them so you can make a sale do you think
they trust you what do they usually do
95% of the time they say I'm not
interested we don't need that we don't
have the budget for that we already have
that service I'm too busy to talk right
now let me think it over
let me talk to my partners let me talk
to my spouse can you call me back next
week next month next year but how do you
think your potential customers would
feel if you call them and you weren't
really focusing on making the sale but
instead you were focused on whether
there was a sale to be made in the first
place and you detach yourself from the
expectations of even making a sale do
you think they would be more open to you
do you think they'd be more honest with
you do you think they would trust you
more you bet they would why because
you're different than every salesperson
they probably ever talked with so try
this when you make your next call think
to yourself I'm only going to call this
person to find out if they have problems
and if I can actually help them I'm only
going to focus on having a normal
conversation from this
level of trust will start to form which
will allow a two-way dialogue between
yourself and your prospect when your
focus shifts from making the sale and
instead focusing on whether there's a
sale to be made in the first place you
will emanate sales pressure and when
your prospect doesn't feel any sales
pressure from you what can happen you
can become a high six-figure and
seven-figure income earner because they
feel comfortable open and honest with
you I want to thank you for watching
this video about how to eliminate the
triggers or things you say and how you
say them that actually cause you to get
rejected by your prospects now in the
next video
you're going to discover the difference
between what average sales people ask
what questions they use compared to what
a seven-figure salesperson actually
asking questions they use
[Music]
you
[Music]
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