Bad Salespeople Confuse Rejections and Objections
1 day, 3 hours ago
Commerce is a beautiful thing. Body By Science author Dr. Doug McGuff said that, in essence, it’s really just being kind.
Dr. McGuff used buying a cup of coffee as an example. If I am selling a cup of coffee, and you want a cup of coffee (and have a few bucks), we can exchange what we have. By trading, we both have something that’s more valuable to us than what we had before. That’s positive sum. That’s kindness.
But sometimes people do not want to exchange. Sometimes both people would really rather keep what they have than to trade.
Duh, right?
Bad businesspeople do not understand this, though. (To be generous, one could say it’s part of the learning curve). They believe that this is an “objection,” when their product is actually being rejected. They believe that a person can and should be pressured and manipulated into buying something. (Maybe they’ve been suckered by a “sales expert” to think that you can make a sale 100% of the time).
Disputing rejections is a desperate tactic for those who do not do the work to properly market and communicate the value of their services.
Doing things right takes time. It’s the long game. People will probably need several interactions with you and your products before they make a purchase. There are countless ways to build value and communicate with people so that they are fully willing to buy of their own accord and motivation. The ultimate benefit is the word-of-mouth advertising and referrals that bloom over time.
Yes, there’s nothing wrong with addressing someone’s concerns about your services or products. But do yourself a favor, and don’t be desperate and creepy.
Play the long game. Learn how to communicate both the value of yourself, your knowledge and abilities, and your services, and there will be plenty of people 100% willing to do business with you. No pressure sales or impulse-buying tactics needed.