How to Convert the Outbound Rejected Calls into an Interested Lead

Are you able to handle all the emotions that come with failing?

If you don’t, you’re definitely not alone. Rejection is one such biggest apprehension of buyers looking in when it comes to sales. We understand that Sales rejection is one of the hardest things to overcome and it’s the #1 reason for call reluctance to develop in outbound sales reps. Don’t think that all is lost.

One of the best things you can do for your company and your agents is to include a significant amount of training on sales call rejection handling. After all, if all you did was sit and listen to annoyed customers tell you no all day, wouldn’t you feel pretty terrible at the end of the day?

But the repeated REJECTION is your clue into knowing that something isn’t right. Rather than ignore the warning sign, use the rejection as a guide or a map, pointing to where the buried treasure is.

Instead of accepting upfront “rejection” from prospects as part of “sales”, view it as a clue that what you are saying in your first encounter with your prospects is missing the mark.

As a sales manager helping your reps works through rejection is a critical component. Here are 13 tips to deal with buyer rejection in a healthy and productive way.

1). Think about each sales call as a numbers game

One of the big things you can do is help your agents learn not to take a customer’s rejection personally. Go beyond teaching them how to push customers from a “no” to a “maybe” or even a “yes”, to help them learn techniques to deal with the emotional aspect of the rejection. This can help boost employee morale, and as a result, their sales call productivity.

One trick you can share is to think about each sales call as a numbers game. It doesn’t really matter what your particular numbers are as long as the agents know they’re not facing an uphill battle from the start. Sometimes, it’s all about confidence and faking it until you make it.

2). Don’t take it personally

Basically, a rejection in sales doesn’t just mean that your product wasn’t what the prospect needed.  Maybe it couldn’t be a bit expensive for the buyer.  In this case, there’s nothing to do with you personally, so don’t get emotional when you lose such a sale.

3). Try to be professional

You need to remain polite and professional.  If you take the rejection well and stay courteous, your prospect will remember that.  If they really need your services in the future, they will remember and recognize your good attitude and will propose to you first.

4). Ask for the exact reasons

You will never figure out what went wrong unless you ask them. There could be some small detail in your proposal that turned them off which can help you in the future to improve and update.  Ask them why they didn’t go with your product. Also, this information will help you with future sales calls. Plus, if it’s something you can change easily you may be able to change their minds.

5). Appeal to emotion

While some salespeople will feel this funny, emotions really play a great part in buying decisions. So much so, Wharton categorically said emotions drive sales more than anything else. Keeping this in mind, there are quite chances to turn the soft no into a yes.

6). Send a last-minute proposal

No worries if you lose a deal to a competitor, steadily try to send a new offer.  If anything goes wrong in the settlement with the other company, you will be right there to grab the opportunity.

7). Communicate and discuss with  teammates

Everyone in sales deals with rejection. Don’t panic after a loss of the deal.  You should discuss it with your colleagues. You can let out instead of exploding at your customer. You will come across the fact that you are not alone in this rejection meanwhile you might get some helpful tips while you are at it.

8). Be persistent

Don’t cross the prospect off your list forever.  They may not be in need of your services now, but that doesn’t mean they never will be. Follow up with them on time to see if they have changed their mind, but be careful not to disturb and irritate them.

9). Follow your routine

Maintain your routine with the morning, afternoon, and evening, stick with it.  This will help you stay on track and updated when you feel like quitting.

10). Encourage your sales reps and let them relax with some stress management techniques

Handling all that rejection, when combined with the stress and pressure of closing sales and the possibility of rude customers is the perfect recipe for a stressed and burnt out call center agent. While your training should focus on how to get the job done, at least part of your training should consist of teaching your staff how to manage their stress so they can be a healthy and productive member of your team.

Stress management will help decrease their heart rate, lower their blood pressure, reduce stress hormones, increase blood flow, and slow their breathing. While this makes the job easier to handle, it also provides an increased tolerance for frustration, and most importantly – increased productivity.

11). Recognize the importance of sales call goal setting

Show your agents the value in setting goals for themselves every day. Teach them to set realistic and attainable goals for things other than the number of sales for yeses they get from prospects. By focusing on rejection handling, your agents learn they won’t automatically be fired for not making the sale every single time.

12). Be positives

Not every call will be a rejection.  Emphasize the calls you won rather than the ones you lost and you will feel much better about yourself.

13). Never give up

Don’t stay down; persevere.  If you’re going to make sales, you need to make more calls.  Also, if you succeed, you will no longer be anxious about your rejection.

Here are also some tips to explore the needs of your prospect

• 1. Learn as much as possible about their business
• 2. Analyze and dig deep by asking questions
• 3. Preach benefits not features
• 4. Personalize the proposal
• 5. Use creative follow-up emails
• 6. Keep an open mind to listen to your prospect

Using all these tricks and techniques you will be surprised how much more effective a happy, motivated team can be on each sales call. For more assistance reach us on +1-732-481-9424 or email at info@vsynergize.com