How to earn sales credibility and beat rejection - CloudCall

How to earn sales credibility and beat rejection

By December 4, 2014Sales
male with high sales credibility

All good salespeople know that trust is the foundation of a good deal. When your prospects and customers trust you, you can provide better service and, hopefully, close more deals. A win-win all around. But this hard-earned sales credibility is easy to lose.

With just a few missteps, you can go from trusted vendor to losing the deal completely. So, what should you avoid doing so you don’t damage your sales credibility?

Here are our top tips

No overpromising

Be sure to only promise results that you can deliver. We know it’s easy to get wrapped up in the pursuit of a sale. BUT, whatever you do, don’t tell prospects that you can give them something you can’t.

Be sure you know the common concerns or obstacles that come up during a sale and find solutions that don’t require any bending of the truth. And, set reasonable expectations for timelines and pricing, so there’s no room to make your customer angry.

Avoid too much “I” talk

Your customers like you because you know what they want. You understand their needs and can deliver a solution that works for them. So, be conscious about avoiding “I” or “we” talk and just focus on them.

salesperson explains product

Of course, explaining your product’s value is essential, but try to do it in a way that shows how it can help them. Talking too much about yourself and the company can seem self-centred and, when not needed, can be a waste of their time. Get right down to business and find out how you can help them.

Don’t withhold bad news

The sales process is never smoot. There are sure to be obstacles every now and then. So, when delivering bad news, but don’t try to sugar coat it too much. It can come across as dishonest, which is a sure-fire way to lose business!

You’ll likely find that customers will appreciate you being straightforward and honest with them. So, if something goes wrong, tell them, and do it in a timely manner.

Never push through a deal you know has problems

Not all potential sales are right for the customer or for you. Forcing through a prospect that isn’t a good fit will only cause headaches for both parties.

Instead, save everyone’s time and disqualify customers who aren’t going to be able to take advantage of your product. If you are polite and honest, the prospect will leave with a good feeling about your company, even though the deal didn’t go through.

female with high sales credibility

Now, on the topic of deals not going through, you should know that rejection kind of comes with the territory when it comes to sales. No matter how good you are or how closely you follow our top tips for sales credibility.

In fact, according to The Brevet Group, it takes 8 call attempts to even get a prospect on the phone, and only a tiny fraction of those contacts will become customers.

With odds like that, how do sales teams keep up their morale?

At CloudCall, our business development reps are on the front lines and have had their fair share of “no thank you’s”. They know their stuff and work hard, but the very nature of the job means they have to get through a lot of “no’s” before they reach a “yes.”

So, we asked our reps Ted, James, and Ryan, how they deal with their “no’s”.

Here’s what they had to say

Ted

I cope with rejection by thinking of the “no ladder.” Every day is a ladder, and every phone call is rung. Each no is getting you higher on the ladder with a yes at the top. Sometimes it’s a five-story building and sometimes it’s just ten feet. You never know. This perspective allows me to be thankful for small rejections and no’s because I’m one step closer to the person who is going to say yes.

happy salesperson

Also, on really tough days I try to focus on separating role from identity. No matter how bad of a day you have, it never affects your identity as a person. It’s just a role. You must stay positive about yourself and your abilities or you won’t be able to do well tomorrow.

James

Sales is a numbers game, and you need to treat it that way. Keep in mind it’s a marathon, not a sprint. One bad day, or even a bad week, doesn’t mean you can’t come back. Remind yourself that you’ve had slumps before and gotten back on track.

Learn from the “no’s”, but also remember that sometimes a no is just a no and there is no great lesson to be learned. Just move on and don’t waste your time worrying about it.

Ryan

I try to break up the good calls and the bad. You know there are some leads that are better than others, so I’ll do a bunch of tough calls and then break it up with calls to more promising prospects. That way it won’t be too many “no’s” in a row.

I also embrace the competitive side of sales and try to turn it into a game. Competition is a good motivator.

Stay even-keeled. If you have a really good day, try not to feel too high and mighty. You never know what tomorrow will bring. Just let that success motivate you through your tough days.

happy sales person

We hope this advice from our business development rep’s help’s you to keep your morale high.

Remember, working in sales is a marathon, not a sprint. It’s built on trust and can have fragile foundations. Take one day at a time knowing that every “no” you get brings you one call closer to a “yes”, and keep your hard-earned sales credibility in tact!

Robyn Hunt

About Robyn Hunt

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