You’ve just walked out of a sales call and the prospect said “NO!”
You’re upset that you put all this time and effort into your sales presentation and you got a big fat “NO!”
You feel defeated and may begin to doubt yourself.
And if you’re like most average sales people you’ll complain and make excuses as to why you weren’t able to earn the sale. Making excuses isn’t going to get you the sale you just lost or help you earn the next sale.
Instead of making excuses and complaining take action to increase your probability of earning your next sale by doing the following after each sales call.
1. Ask yourself: “What did I do right in this sales call?”
Too often sales people are only focused on what went wrong in the sales call or meeting, instead of what went right. You weren’t able to get your prospect to say yes, but this is no reason that you should walk away thinking it was a complete failure. Review your notes and study what worked for you.
- What did you learn about the prospect or his company that you didn’t know before?
- What part of the sales presentation gain the prospect’s interest the most?
- What questions created the most meaningful dialogue?
And the self-evaluation can go on and on with the right questions, but don’t overdo it. Discover what worked and improve upon that in your next sales call.
2. Ask yourself: “What could I have done differently in this sales call?”
It’s time to be honest with yourself and take some of the responsibility of why the prospect might have said NO.
You want to reevaluate the way you asked your questions and answered the prospects questions. Was your prospect flipping through your sales presentation while you were talking? If he or she were, then do something different on your next sales call with your presentation so you can control the meeting more effectively.
It’s only thru trial and error that you’ll discover what will and will not work for you and your prospects.
3. Role-play, Replay, and Improve Your Sales
Sales people have a habit of thinking they are prepared for each and every sales call without ever looking through the material. So they walk into their prospects office, with guns a blazing and get shot by the prospect when he says “NO!”
If you don’t go through your sales presentation with a fellow sales person or sales manager you are setting yourself up for failure. In order to improve at sales you’re going to have to “Role-Play” your upcoming sales calls and sales presentations either with others or in your head.
Another area of self-development in sales is achieved when you “Replay” some of your past calls and presentations with a fellow employee or sales manager. If you follow the first two steps you should have outlined what worked and what needed improvement in your previous sales calls. This is just another form of “Role-Play” but this time it is building upon your strengths and doing what you could have done differently in past sales calls.
Following these three simple steps after a failed sales call will help you improve your sales career. Even if you weren’t able to get the prospect to say yes it was an opportunity to improve upon your next sales call or sales presentation. These three simple steps should also be used after successful sales call and presentations, because you can never stop improving your sales career.
What are you doing to improve your sales after the prospect says NO?