Chances are, if you’ve been in sales for long, you’ve had your share of rejections.
Rejections are a part of the game, and they’re no reason to get discouraged. But it is important to look at why they’re happening, as this can help you learn and improve.
Today, we’re covering six common reasons why people are saying “no” to your sales pitches.
1. You’re Talking to the Wrong Leads/People
Leads are not all created equal. You’ve got to focus on lead quality and make sure you’re contacting people who have an itch your product can scratch.
Know your customer. Their demographic, their location, their income, their company size, their job title.
If you’re just calling companies and hoping for the best, you’re not just priming yourself for rejection, you’re wasting valuable time. And know the person you want to speak with before you make a call. You’re less likely to get shut down by whoever happens to answer the phone.
2. A Competitor Got There First
Prospects often research multiple options at a time. Unfortunately for you, you may not have much of a chance if a lead is already working with (and happy with) a competitor of yours. That’s why reaching out to leads quickly is so crucial.
Still, you shouldn’t rule out a lead just because a competitor got there before you.
Know your product. Know your competition. Know where you have an edge. With a solid sales script there’s always an opening to plant a seed, and convince the prospect of the possibility that they’d be better off making a switch.
3. You Haven’t Established Trust or Credibility
Trust is the single-most important part of closing a sale. Prospects need to believe that you have a solution to their problem, or they won’t buy from you.
This can be one of the most difficult parts of selling. It requires you to fully understand your prospect’s unique situation, make a real connection with them, and prove that your solution is credible.
Discovery is a process that demands time, lots of good questions, and nurturing and education. Don’t expect sales to come without it.
4. They Don’t Need Your Product
Not everyone is going to need what you’re selling. If a prospect doesn’t, find out as quickly as possible and move on.
Doing your homework on leads can help you minimize how often you run into this situation.
5. It’s Not the Right Time
It can’t be overstated how often a “No” is really a “Not right now.” Great salespeople can make that distinction, and continue to nurture and follow-up with prospects who may be a fit in the future.
Embrace persistence. It’s one of the core sales principles.
6. Your Approach Is Too Generic
Sales scripts are a useful tool, but you can’t rely on them alone to make sales. You’ll sound inauthentic, and prospects won’t be excited about the idea of buying from you.
A good script quickly hits on a hot-button issue facing your prospect, then paves the way to a natural, normal conversation.
Sure, there may be similarities between these conversations. There may be common questions you ask, and objections you face. But each prospect is unique, and making a sale requires an approach that’s tailor-made, not generic.
Wrapping Up 6 Reasons Why Your Sales Pitch Gets Rejected…
Pinpointing why your sales pitches aren’t working can make a big difference in your performance. To recap, here are six reasons your pitch is met with rejection:
- You aren’t calling the right leads or talking to the right people.
- The prospect is already using your competitor’s products.
- There isn’t enough trust between you and the prospect.
- The prospect simply has no need for your product.
- Now just isn’t the right time for your prospect.
- Your approach is too generic, and need some personalization.