Rejection Isn't the End of the Road
You can feel your heart drop a little when that lead says no, but is it the end of the road or just the closure of that part of the relationship?
There are many reasons why a lead may have said no. They may not completely understand the value proposition. They may be worried about the upheaval that change may bring, or they may just not like your sales pitch, for example.
Without a game-changing proposition and clear-cut understanding of the barrier to yes, it's the end of your road. One of the most significant salesperson failings is not understanding why the client said no, and not reworking the pitch to address those issues. Oh, and taking rejection personally.
Let's run through why your client may have said no:
You didn't pitch the right product to the right person - Do more research, find the right person, or apologize for contacting the wrong person and ask if there is another person you can take this forward with.
They did not understand the benefits of the product or solution you are pitching. Again, this is on you for not doing your research correctly, asking the right questions and finding that pain point they need addressing. Go back to the drawing board and look at what you can do to show them the value your product can bring. Don't use generic sales scripts… EVER
You have not established a client relationship. Gone are the days of showing up at a door and hard-selling a vacuum. You must have a relationship before you pitch. Your client needs to trust what you are saying.
Now is not the right time. Many times a 'no' is more of a 'not right now'. Know the difference, build a relationship, reach back out in a few months.
Change is scary. And what is more frightening than business disruption due to change? This is especially true of changing a mission-critical product.
So, how do we turn a no into a yes, a maybe, or a let's chat next quarter?
Acknowledge the 'no', go back to the drawing board, do more research on the company (hello Owler Max), and try and find a better way to connect.
Find the hole in your pitch. Where did you not address their pain points? Where did you make a misstep? Fix it.
Dig deeper. Be interested. 'No' is not the end of your conversation. You can still build a rapport by being interested in their reasons for no. It will also tell you where you went wrong.
Don't get bogged down in the little details. Focus on the mutual big picture of solving the problem.
What it all boils down to is doing more research, doing it better, and knowing exactly who, how, and why to pitch. What better way to help you prep than our very own sales enablement platform?
Hop onto our Owler platform and test us out using our complimentary account! What have you got to lose - except for a deal, of course ;)
Are you an Owler user? Do you want to share your experience with us and have a write-up on our blog? Drop us an email on social@owler-inc.com and join our Owler Community!
©Owler
