Sales Person invariably don't know HOW to respond to REFUSAL or NO from prospective customer. { based on my experience today with Amway trained senior professional /entrepreneur }.
Six things one should never do: { business can happen later if u avoid these glaring mistakes }
1) Do not challenge person's values and principles just to sale your idea or products ( not yr territory so respect & salute )
2) Do not try to convince by proving others and everyone else wrong ( Whole world is wrong and I am right attitudes mis-fires )
3) Do not doubt or argue by defying him on what the prospective customer is saying based on her past experience. ( loses yr trust which is critical to win d deal )
4) Learn to read the mood and undertone of the communication & do not keep only focus on sales and deal closure. ( Failing on this makes you disconnected.)
5) TRUST must remain during entire communication. If u cant make her customer, make her yr friend. ( Friends can become customers but if the trust is broken , prospective customer gone for ever)
6) Don't ever lose yr kindness, politeness, interest during conversation. ( future sales opportunities will be lost with these change of gestures )
These situations may arise during the conversation, you may feel that deal is gone and may not happen, but MUST not commit these unpardonable mistakes { not sale @ any cost but TRUST @ any cost }.
Tom Peters' views on wow of sales : Know Your Customers (Max research here) & master your soft-skills before u make a first customer call.
