HOW REJECTION CAN BE YOUR MOST EFFICIENT SALES TOOL

Yes, Its true. Sales Rejection, if handled right, can be one of the most potent selling tools, provided of course, that your boss is not the younger (or elder) brother of Hari Sadu (of the Naukri.com TV ad fame).

Why's that? That is because it is only by rejection that one learns. I remember once in my first visit to the man who will be placing the order, as I shook his hand and I handed over my card, Mr. Customer was just looking at my company name and logo and then he asked me " Do you deal with XYZ's products? " and incidentally XYZ was our main competitor-the No 1 in the country with us at No.2. I stared at him, taken aback and told him that they were our competitor. The small room was full of nervous energy and the funny point struck both of us. We smiled and the tension was broken. I told him that I am there to sell my company's products and that I did not have a clue as to how to do that, so I would be obliged if he gives me some advise as to how I can convince him to give us a try-out. That was the start of an excellent relationship and I'm happy to say that after three years, I had replaced most of XYZ's products by ours.Anybody can sell new products to a new factory but phasing out your competitor is not easy, let me tell you. 

Whenever you read success stories of people, do you really think that this person , who has written a book on sales, succeeded every time he pushed. Nope-that is impossible.  Rejection is as much a part of the sales rep's official experience as acceptance is. In fact the average sales rep is more at home with rejection than acceptance.What you need to do is after each rejection, you need to list down and find what went wrong. 

CHARLIE BROWN , THE SMILE AND THE ALTER EGO (Republished)

We have covered the knowledge and the confidence part of it (the requirements for a successful professional sales career). Now let us take on the other stuff.  All the remaining stuff can be possessed by just and being practical and thinking of Charlie Brown (Who? Why? What the? etc..as you must be thinking if you have been with me till now..). I'll explain.

Let us make a resolution that whenever you feel that you are weighed down by your information, lack of-confidence, the criminally partial behavior of your boss to a dumb cow, office politics etc. and you are starting to sink, just mutter to yourself "Charlie Brown".. Why Charlie Brown?  Why not? 

Just tell me does Charlie Brown has any problems with anyone?. No. What will his reaction be if he was called by the dirtiest phrase there is?... Nothing. Charlie will shrug it off. Does Charlie have any jealousy or any kind of negative feelings? No .How do you know that? From his face! Think of Charlie , picture him and think that if Charlie was visiting this customer today, what would his approach be when he meets the security people. Cool and polite ! Charlie does not have a rude bone on his body.

(It is my personal opinion that Charlie , Calvin and Hobbes are philosophers. The world will be a much better place if students are taught about Charlie, Calvin & Hobbes instead of Plato & Aristotle)

So the third thing you need to have friends is “Charlie Brown”!! Finally, always be polite to the security staff-they are just doing their duty. Maybe someone is being overzealous and you are feeling the first pangs of anger! 'Charlie Brown'. well, at least someone is doing his work over-zealously then the opposite. Give your anger the bird, and  stay in your Charlie Brown mode-you will be able to go in faster inside the plant than those snobs calling themselves salesmen who want VIP treatment. Don't believe me ?Try it out! You will see that it's not fiction. It's fact! "Charlie Brown"!

I have always been Charlie Brownish in my professional life and I think I have almost saved a year of my life- counting up all those 5 minutes to 30 minutes delay that an  average VISP (very important sales person) wastes trying to convince the security chief how great he or she is and why they should therefore be allowed in without delay.

So-now you are all prepared; maybe we will venture out and maybe meet a customer very soon

Till then, it's bye from Bilbo.

And remember,

“Charlie Brown”! And once more....all together

 “ Charlie Brown”..

The Smile and the Alter-Ego

We have covered the knowledge and the confidence part of it (the requirements for a successful professional sales career). Now let us take on the other stuff.  All the remaining stuff can be possessed by just and being practical and thinking of Charlie Brown (Who? Why? What the? etc..as you must be thinking if you have been with me till now..). I'll explain.

Let us make a resolution that whenever you feel that you are weighed down by your information, lack of-confidence, the criminally partial behavior of your boss to a dumb cow, office politics etc. and you are starting to sink, just mutter to yourself "Charlie Brown".. Why Charlie Brown?  Why not? 

Just tell me does Charlie Brown has any problems with anyone?. No. What will his reaction be if he was called by the dirtiest phrase there is?... Nothing. Charlie will shrug it off. Does Charlie have any jealousy or any kind of negative feelings? No .How do you know that? From his face! Think of Charlie , picture him and think that if Charlie was visiting this customer today, what would his approach be when he meets the security people. Cool and polite ! Charlie does not have a rude bone on his body.

(It is my personal opinion that Charlie , Calvin and Hobbes are philosophers. The world will be a much better place if students are taught about Charlie, Calvin & Hobbes instead of Plato & Aristotle)

So the third thing you need to have friends is “Charlie Brown”!! Finally, always be polite to the security staff-they are just doing their duty. Maybe someone is being overzealous and you are feeling the first pangs of anger! 'Charlie Brown'. well, at least someone is doing his work over-zealously then the opposite. Give your anger the bird, and  stay in your Charlie Brown mode-you will be able to go in faster inside the plant than those snobs calling themselves salesmen who want VIP treatment. Don't believe me ?Try it out! You will see that it's not fiction. It's fact! "Charlie Brown"!

I have always been Charlie Brownish in my professional life and I think I have almost saved a year of my life- counting up all those 5 minutes to 30 minutes delay that an  average VISP (very important sales person) wastes trying to convince the security chief how great he or she is and why they should therefore be allowed in without delay.

So-now you are all prepared; maybe we will venture out and maybe meet a customer very soon

Till then, it's bye from Bilbo.

And remember,

“Charlie Brown”! And once more....all together

 “ Charlie Brown”..