Rejection or Results?
What this article covers is the way we perceive things, and how to re-frame them when the labels we give them fail to support us. Most of us know that any great achievement or progress always begins in the mind. The better prepared the mind is for all eventualities then the better you’ll take the results you generate in your stride and become aware of the actions necessary to take that will alter those results.
In the end, on a call the bottom line is we’re looking for two things:
1. A “Yes” or “No” outcome in terms of whether it makes sense or not to engage in a conversation based on Problems or Pain at the prospect organisation (Situation).
2. Gathering information in response to specific questions to which the person at the other end agrees to reply.
Your other goal should be to avoid uncertainty, vagueness and “maybe”. Your calls will generate results. Your role, then, should be to focus on the generation of results. A “No” is always better than a “maybe” or other vague response. Information will help to determine how your organisation respond to the conditions or concerns of those in your marketplace. The more results you generate, the better off you will be in determining the value of telemarketing in engaging with your target audience.
Getting “Yes”, as a goal for every call you make, is not foolish. It’s absurd and self-defeating. How many people do you know that truly thrive on working in situations where “Yes” is all that counts? If you’re producing a lot of “No”s then rather than take this as a bad thing, ask prospects at the end of your calls if they feel there was anything you could have done to make the communication better for them. How would they prefer to start new relationships with companies with whom they’re not currently working? Go on, humble yourself a few times and you’ll be surprised at what you learn.
Some people call this “selling after the fact”. It’s just a way of letting the other person know you’re human and that you care
about what the work you’re doing.
If you struggle to distinguish rejection and results for what they are and your beliefs are holding you back, either:
Call +44 208 133 0702 or +44 203 348 8702
Email: shaun@phoneforbusiness.com
Copyright: Shaun Gisbourne 2009
If you enjoyed this article and would like to be kept up to date with future articles from phoneforbusiness, why not subscribe to our monthly newsletter. Thank You!
Getting the ‘yes’ is fantastic, but I agree that the ‘no’ is also part of the ongoing process of learning and growing. The world is forever changing and people, products and services must be flexible. The ‘no’ often arises when the world has changed and you didn’t spot it. Rgds Vince
Vince, the points you make are commonly overlooked. Thank you for making them. “No” can occur for a variety of reasons, the goal is to reach the truth behind the “no”. How can we expect to progress in a meaningful direction and continue to serve people in a way that delivers value for them if we don’t know or understand the reasons behind their responses?