Embrace Rejection To Get Better At SellingRamon Ray
David Hill is one of the best salespeople in the world. He’s the best because he’s also one of the best at embracing rejection and knowing that what he’s selling to someone can help them.
He makes sales NOT about him, but about THEM.
Selling Kirby vacuum cleaners, magazines and credit cards is where David honed his sales skills.
David found himself in cubicles for hours at a time, cold calling. He would make several sales, while often times his colleagues sold nothing, during the same period of time.
Watch the interview here
Selling is not about you
The mistake many people make when they’re selling is that they think the selling is about them. Instead, it’s about having the right offers to the right person and knowing that you’re there to help them, to solve their problem. It’s NOT about you.
If you’re confident in what you’re selling you can be good at sales.
Anyone can learn to be a great salesperson, you don’t have to be extrovert or loud.
Can you get beyond rejection and know that there’s always another call to make or another person to serve or reach?
Understand what you’re selling
What stops many people from being successful in selling is not understanding the product and what you’re selling. Know all you can about what you’re selling and how it can solve the needs of someone.
The best opening line for cold calls
“Did I call you at a bad time” is one way to ask people when you’re cold calling them and it’s not a scheduled call. When you ask them, “Is this a good time to call you”, you give them the power, it’s “never” a good time! This is a tip David learned from Chris Voss, FBI negotiator and author of the book, “Never Split the Difference”.
David also explained how it’s important to match the level of the person you’re speaking to. If they’re high-energy, you be high-energy. If they’re a bit quiet and reserved, you be quiet and reserved. Match, more or less the person you’re speaking with.
Being direct is also important to selling well, a tip David credits to the Grant Cardone team. Instead of beating around the bush, get to the point and be very direct about why you’re calling someone and what you want from them.
What are their objections?
Understand the objections that someone will raise in what you’re selling. Be prepared. When speaking to someone, understand their top 7 – 8 objections and be ready with 3 – 4 things to overcome each objection.
Follow-up is also absolutely essential. Too many times we think it’s the other person’s job to follow up with us, it’s not. We are not their priority but we must be their priority.