Handling Rejection

No matter what you sell, dealing with rejection is part of the job. Some people are better at it than others. For those of us who work on the Net, rejection wears soft shoes (if your ad doesn't work you don't get hits to your site...a lot easier than having an angry prospect close the door on your foot.)

I know a guy who relishes the thought of selling ads door to door. "Rejection" isn't in his vocabulary.

Here are some steps for handling rejection:

* Listen attentively to the prospect's objection. Keep in mind that they are giving you valuable information. They are telling you why they don't want to buy. This points out ways you can give the prospect more information. More often than not, an objection is really just a request for more information.

* Repeat the objection back to the prospect. Say, "Now, if I understand you correctly, you feel that the product may not work as well as we claim." Here's a great chance for you to whip out more points like statistical data or testimonials from satisfied customers.

* Once you have answered the prospect's objection, change the subject slightly. This is the stock-in-trade of politicians (who, after all, are in the business of selling, too). It allows you to get the prospect onto a more important subject, one that will lead to a sale.

Kevin Nunley provides marketing and copy writing. Read all his free tips at http://DrNunley.com Reach Kevin at kevin@drnunley.com or 603-249-9519.

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