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Dealing with
Rejection
Count your successes.
The number of failures doesn't count
Failure to close a sale does not make you inferior
Look at closing averages
Six
Useful
Tactics
Remind yourself that self worth is different
from performance
Positive self talk
Don't assume that you are the problem
Do more prospecting.
Work a fresh lead.
Expect rejection but don't create it
The buyer may have rational reasons for not
buying that they do not tell you
Barriers to
Closing
Negative first impression still lingers in prospect's mind.
Demonstration was not handled smoothly.
Sales resistance was not overcome.
Attempting to close too early or too late.
The Closing
Curve
10% will never buy
10% will be easy
80% can be closed
Display Selfconfidence
at the Close.
You believe in your product and your company
You have identified a genuine need
You naturally feel self-confident at the time of the close.
"The prospect is persuaded more by the depth of your
conviction than the height of your logic" (Cavett
Robert).
Ask for the sale in a confident way, not in a halfhearted
manner.