Encounter Less Sales Rejection with This Technique

Summary

This 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

00:00

🔑 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.

05:02

📞 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.

Keywords

💡Triggers

Triggers refer to the specific words or phrases that cause a negative reaction in prospects, leading to rejection. In the video, it's mentioned that how salespeople present their solutions too early can act as a trigger, causing prospects to turn down the offer. The video emphasizes the importance of understanding these triggers to avoid causing rejection.

💡Rejection

Rejection is the act of refusing or dismissing something, in this case, a sales offer. The video discusses rejection as a common outcome when salespeople fail to understand the root cause of their prospects' problems and instead rush to present their solutions.

💡Seven-figure sales training

This term refers to high-level sales training aimed at achieving significant sales figures, in this case, sales in the millions. The video suggests that understanding the cause of rejection is a prerequisite for engaging in such advanced sales training.

💡Agenda

An agenda refers to a plan or series of actions to achieve a particular goal. In the script, it's used to describe the salesperson's focus on making a sale, which can overshadow the needs of the prospect. The video suggests that focusing on the prospect's agenda rather than one's own can lead to more successful sales.

💡Closing techniques

Closing techniques are strategies used by salespeople to secure a sale. The video points out that using these techniques without proper engagement can come across as self-serving and pushy, causing prospects to disengage.

💡Objection handling

Objection handling refers to the process of addressing and overcoming a prospect's concerns or hesitations. The video suggests that focusing on one's own agenda during objection handling can lead to a lack of trust and further rejection.

💡Sales pressure

Sales pressure is the perceived force or urgency to make a purchase. The video argues that when salespeople focus solely on making a sale, they can inadvertently create sales pressure, which can lead to rejection. Reducing sales pressure can make prospects feel more comfortable and open.

💡Trust

Trust is the confidence in the reliability, truth, or ability of someone or something. The video emphasizes that building trust with prospects is crucial for successful sales. It suggests that focusing on the prospect's needs rather than one's own sales goals can help build this trust.

💡Conversation

A conversation is an informal exchange of ideas or opinions. The video encourages salespeople to engage in genuine conversations with prospects to understand their needs better, rather than immediately diving into sales pitches.

💡Prospect

A prospect is a potential customer or client. The video script uses this term to describe the individuals that salespeople are trying to sell to. It highlights the importance of understanding and addressing the needs of prospects to avoid rejection.

💡Solution

A solution in the context of the video refers to the product or service offered by salespeople to address the problems of their prospects. The video stresses the importance of understanding the full context of a prospect's problem before presenting a solution to avoid offering the wrong one.

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]