Today I want to share with you something I struggled with early on in my membership sales career.
Yes, the grandmaster of memberships sales himself used to get rejected and I hated it.
I wanted prospects to like me.
I wanted them to see that I was genuinely interested in helping them.
Yes, I was getting paid to sell them a membership but that didn’t change the fact that I cared about them and truly wanted to help them solve their problem.
So when they told me "no," I took it personal. It honestly it hurt my feelings and even worse it hurt my paychecks.
I had to do something if I was going to succeed. And I did do something. I did a lot of things actually. I educated myself. I bought books and tapes. I went to seminars.
And what happened during the course of my education is that I got my mind right about rejection. Once I did that, I stopped taking rejection personally and sales started popping.
Let me share with you what I’ve learned and help you get your mind right about rejection.
Rejection isn’t painful at all. How you interpret rejection is what makes it painful. Taking it personally makes it painful.
The fact of the matter is that a prospect telling you "no" is just a response to a question. It’s nothing more and nothing less.
The prospect came to you because they needed help. The fact that they are saying "no" to your membership offer doesn’t change the fact that they need help right? Right.
Now is not the time to give up on them.
They may be responding negatively because of their personal financial situation. They may have an issue with your training program. They may not like your offer.
It could be a number of things. You don’t know right now.
But when someone says "no" to your membership offer it’s a signal that you need more information about how to help them. That’s exactly how you need to treat it.
Keep calm, stay relaxed, and find out why they are telling you no.
How do you find out why they are telling you no? Ask.
You could ask them …
“What is holding you back from becoming a member right now?”
In sales they call the prospect's response an objection to your offer. I like to call it an answer to your question.
Listen to the prospects reason for telling you "no." Ask them if they have any other reasons for not becoming a member. This is what is referred to as isolating an objection.
Once you have all of the objections on the table, so to speak, you can use your experience, education, and expertise to overcome the objections and get the sale.
1) Treat a prospect’s "no" as response to a question not as a personal rejection.
2) Get more information about why they are saying "no" by asking them.
3) Isolate the reasons why they are saying no and address each one accordingly.
That’s how it’s done ladies and gentlemen.
In my next blog I’m going to go into the specific framework for how to overcome objections with ease.
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