It's tough being told no for the first time. You might feel embarrassed, frustrated, or even angry. It can be a lot of pressure when you put yourself out there. The good news is that you are not alone. Everyone gets rejected at some point in their lives.
Anyone who has ever been in sales knows that rejection can be an everyday occurrence. Whether it’s from a potential client or from friends and family, we’ve all experienced someone turning us down when we ask them to do something or buy something. However, if you learn how to handle objections and rejections, you can have better success at everything from closing sales to getting your kids to behave!
There's no silver bullet for handling rejection, but these 10 ways will help you feel more confident about your skills:
1. Breathe
The number one tip is to remain calm, and it helps to take deep breaths before you respond back with your response.
2. Smile
Keep your cool. It's not personal, it's just business. You're going to get some objections or rejections no matter what you do or how great your idea is. Ensure you keep a friendly facial expression and/or tone in your voice, whilst you process your response.
3. Be Confident
Remember that if someone is refusing your offer, it's not personal. They're just not interested in what you're offering at this time. Be confident, and don't take it personally!
4. Treat with Respect
Regardless of the outcome, always treat people with respect, as they may not buy from you now, but down the track, they may very well come back and purchase, plus people talk.
5. Listen
It is important to always listen when someone is talking. Listening shows that you're interested in what they have to say, even if you disagree. When you are listening, nod your head occasionally or make affirmative noises, such as yes or mm-hmm. This will let the person know that they are being heard. If they seem like they want an answer, give them one; be polite and respectful of their thoughts.
6. Ask Questions
What was your reason for not buying?
Did the product meet your expectations?
Was there anything we could have done differently?
Is there any way we can improve or change our product or service so that you'll be interested in it next time around?
7. Overcome with Benefits
A key way to overcome objections is by turning them into benefits. If someone says they're concerned about the price, it's helpful to point out how it will save them money in the long run. If someone says they don't want your product because of what you can't do for them, then show them how your product will be beneficial for other aspects of their life.
8. Focus on Value
It's all about the value, not the money. People don't care about how much you're charging. They care about what they're getting in return. If you want your clients to buy from you instead of somebody else, make sure that what you offer is worth their time, money, and effort.
Find out why they turned down your proposal. Maybe they just need more information before making a decision. Ask questions such as What other companies have you been speaking with? or Can I give you some additional information so that I can better understand what it is about my company/offer/service that does not work for you?
Provide evidence: People are often unsure about where to put their trust when choosing a service provider.
9. Offer an Alternative
Ensure you have some alternatives to counteract possible objections, as they might just work better for them. This could be anything for an alternate product or service or payment structure. If they need more time, ask how much time is required and then schedule another meeting, however, ensure reminders are sent, as people forget.
10. Thank Them
Thank them for taking the time to talk with you and if they have any questions do not hesitate to email or contact you. Always leave on a high, as you don't know what the future may bring.
Prepare yourself ahead of time by learning the most common objections and how to handle them, you can avoid costly mistakes and ultimately close more deals.
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