If the fear of rejection takes a toll on your confidence and sales motivation when closing, I suggest 3 ways to stop being afraid.
NUMBER ONE: Believe in your price.
If you do not believe in your price, then you have bigger issues than a fear of closing. I never cease to be amazed by the sheer number of salespeople I meet who genuinely think the price they are asking is too high!
If you have chosen to be a salesperson for a particular company, then you need to trust that company in how and why they’ve established their pricing. If you don’t trust your company, then you need to find a different company.
Interestingly, my experience has shown that there are companies that are actually not charging enough for their product or services. That being the case, you can boost your belief in your price by regularly telling yourself that the customer is actually getting a bargain at the current pricing.
NUMBER TWO: Have more than one close.
If you continually fall back on the same closing technique you have used consistently with moderate success, then you probably are missing out on extraordinary success. Not only do you need to have multiple ways to close, you also need to be proficient in using each one.
The salespeople who master this are the ones who truly take the time to understand their individual customers, and then accordingly use the right closing technique for each particular customer.
Which brings me to…
NUMBER THREE: Remember that you are helping your customers.
If you are afraid of closing, it’s likely you have lost sight of the fact that your customer is standing before you because they have a want or a need that they desire be met. When you take the time to uncover those wants and needs, you aren’t just adding to your bottom line, you are helping someone. I don’t know about you, but I love the industry of sales because it is an industry that is all about helping people.
Fear of rejection doesn’t have to stop you in your tracks.
If you believe in your price, develop multiple closing techniques and remember you’re in business to help people, then the fear will dissipate. If anything, your enthusiasm will skyrocket!
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Copyright 2011, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.