Dealing With Rejection in Sales
By Dave KahleQ: Here’s an issue that I confront with my salespeople all the time. They are afraid to press for the next step, because they don’t want to experience the rejection of hearing a “no.” So, they try to keep the sale alive by not asking for resolution. This keeps them involved with customers who aren’t interested and prevents them from moving on. Any thoughts?
A: Great question. There are two issues here. First, dealing with the sense of rejection that very often comes with hearing a “no,” and second, pushing for a resolution so that you don’t waste time with … Read the rest