Hate rejection? Here are 5 strategies to overcome being told “no”

by: Dee Dee Meter

When you offer products and services, one of the biggest obstacles you’re faced with—often on a daily basis—is addressing objections. Hearing ‘no’ is a typical part of the job. You have to be prepared and on the offensive to face and overcome being told ‘no.’

An objection is a rejection of the product or service that you offer. Simply put, objections occur because your customer doesn’t see the perceived value in the product or service you are offering them. So, if you hate rejection, consider the following strategies to address and overcome common objections:

1. Understand Why You Hear ObjectionsCustomers say “No” because they don’t “Know” enough about the product or service you are offering. Perhaps they don’t see how something may help them, and their natural tendency is decline the proposition you’re making. But, you know that your product has value, and so, it becomes your job to communicate and demonstrate to your customer all of the different ways that it will fill a need they may have. Don’t assume an objection is a rejection. An objection is merely your opportunity to show the customer how valuable the product or service may be for their unique situation. When you demonstrate how valuable the product or service is, you increase your chances of removing the objection.
2. Involve Your CustomerInstead of just speaking at them, try involving your customer in the decision-making process. This makes the situation real and allows them to identify with a potential problem. Allow them to see, feel, and hear how the product or service may fulfill a need. Remember, many times, customers don’t even realize they have a need, and that’s why involving them in this step is significantly important. There are certain questions you can ask to really get them thinking about their specific situation:

   • Pose questions or situations that they may not have contemplated, such as, “what would happen if [BLANK] happened to you?” 

   • Tie dollars to the situation by asking your prospect questions such as, “what do you think [BLANK] would cost you out of pocket?”

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