How should your sales team handle rejection?
We understand at Lombard Accountants that rejection is inevitable for your sales team; it can also be the hardest thing about being a salesperson. Ensure your team knows how to handle rejection by considering the following tips from the Lombard Accountants team:
1. Act with grace and dignity.
Respect the prospect’s opinion and accept their decision. Remain professional and reflect your Core Values.
2. Be resilient.
It’s not a personal rejection, so don’t get emotional. You win some, you lose some. The trick is to be prepared to go again.
3. Learn from it.
Have a debrief to consider what went wrong or why you missed the sale. Is there anything you could have done better? Is there anything you could tweak in your next approach?
4. No does not mean never.
Timing is everything and sometimes it’s out of your hands. Don’t write the prospect off; be patient and often the sale will come back to you when the time is right.
5. Know your sales conversion rate.
No sales team will have a 100% conversion rate. Knowing the percentage of sales calls, enquiries, quotes or proposals that result in sales helps you to understand that for every sale you’ll receive an almost equal amount of rejections.
How your sales team handles rejection will impact your reputation and influence your ongoing success. Keeping your sales team motivated is a great way to drive your business forward.
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