Working sales is as difficult as dating. You spend all kinds of time researching leads and finding the right prospect; then you wind up scheduling several meetings before you make your final pitch. When your prospect turns you down, it can be extremely frustrating. Not only did you spend a significant amount of time trying to “seal the deal,” but you really thought your offering was the perfect fit. The sting of rejection felt by salespeople can be lessened if you know what to say and by using a Canadian database.
Mitigate the Rejection by Stuffing Your Sales Funnel
Every salesperson has had a deal in their pipeline that looked like a sure thing but wasn’t. That’s why using a business database Canada like Scott’s Directories is critical to ensuring your pipeline is always full of hot prospects. Attrition can cut into your sales revenue quickly and catastrophically; lose a few major accounts and suddenly the financial forecast of the company looks bleak. Mitigating the answer “no” when talking sales is an important strategy. Yes, there are legitimate reasons why a potential client might not sign a deal; perhaps resources and budget are factors, the timing (is it near the end of their fiscal year?) and maybe even a pandemic caused by an unexpected virus. As a salesperson, you can’t always push for the sale; sometimes you need to display some real empathy and understanding. When a potential client sees you’re there to truly help their business, you’re building equity with that client. You may still need to combat the answer “no” on occasion. Sales objections require a politically astute response. For example, when responding to the comment that money is an issue, you could respond by saying, “if money were not an issue, would you be willing to purchase my product or service today?” If the client answers “no” again, perhaps you need to delve more into whether the client sees value in purchasing what you’re selling. There are other stock responses a good salesperson can use, such as “what’s stopping you from purchasing,” “when would be a good time for you to complete the deal,” or even “do you have other priorities right now that our hindering our ability to complete a deal?”
In each case, the salesperson is trying to turn an absolute “no” into a more engaging conversation about a potential sale in the future. A seasoned salesperson can often turn a hard “no” into a soft “maybe” or “potentially” with the right communications strategy.
Always Look to the Future When Leaving a Sales Call
You don’t want the door to close on a good sales lead. You’ve filled your funnel using your Canada business search and now you want to convert these leads. When signing off, always leave the door open. Say things like “what are you hoping things will change” or “I’ll check in with you next quarter.” Show tenacity and benevolent will to your client; they’ll respect you for trying if you’re not being annoying. To ensure you have lots of potential leads to help you overcome hearing “no” too often, subscribe to Scott’s Directories.