Overcoming Upfront Rejection In Sales Training Ppt

Slide 1

This slide discusses about upfront rejection in sales. It highlights that after delivering an opening pitch, a salesperson may face initial rejection or resistance to moving forward. Three rules for overcoming initial resistance are: Keep your cool, lower resistance, and Realize that the Prospects are Easy to Deal With

Instructor’s Notes: Rules for Overcoming Early Rejections 

• Keep your Cool: This is the first rule, which applies whether you're talking to a gatekeeper or a decision maker. Anyone you deal with early on or at any point during a sales conversation can be rude. The absolute inviolable rule while dealing with any resistance or upfront rejection is to keep your cool
• Lower Resistance: Disagreement will always lead to more resistance, and disarming the resisting person is the most effective way to reduce it. While attempting to reduce resistance, avoid selling yourself out of it. Instead of convincing the prospect that they are wrong, try agreeing with them to disarm them. For instance, if someone says, "I don't think you're right for me," reply, "but you could be right." Let us discuss it." The sales representative must put themselves in the buyer's shoes and consider which reaction they are most likely to respond to
• Realize that the prospects are Easy: A sales representative should not make a big deal out of rejections. After all, you'll hear the same handful of these things every day. You'll soon become so good at overcoming them that they won't bother you. The mistake that most salespeople make is that they believe something is wrong. Your attitude should be that these are easy to respond to, that they are to be expected, and that they are not a big deal

Slide 2

This slide discusses about keeping your cool as the appropriate response to deal with upfront rejection in sales. It highlights that this is the first rule, which applies whether you're talking to a gatekeeper or a decision maker. Anyone you deal with early on or at any point during a sales conversation can be rude. It also mentions that the absolute inviolable rule while dealing with any resistance or upfront rejection is to keep your cool.

Slide 3

This slide discusses dealing with initial rejection in sales with less resistance. It highlights that disagreement always leads to more resistance, and disarming the resister is the most effective way to reduce it. It also states that instead of convincing the prospect that they are wrong, a sales representative should try to agree with them to disarm them.

Slide 4

This slide discusses the importance of recognizing that prospects are easy to deal with in sales. It emphasizes the importance of a sales representative not making a big deal out of rejections. After all, you're bound to hear a few of these daily. It also mentions the common mistake most salespeople make, which is believing something is wrong. Your attitude should be that these rejections and off-the-cuff reactions simple to respond to, are to be expected, and are not a big deal.