It's always frustrating when a promising sale falls flat, and we don't know what to do next. It stops us dead in our tracks. What we do next in these situations almost always determines the end result. 

A question that will generally feed a belief in ourselves that there are customers that ‘get it’ and others that do not ‘get it’ and that it can’t be my selling skills, therefore it has to be something else. The reality is, we are 100% responsible for the outcome of all of our sales, including the losses. 

Nobody likes rejection and salespeople get their fair share. Many times, we mistakenly see objections as rejections. When we feel rejected, we are more likely to take it personally. Objections are not personal; they are an insight into the customers thinking and feeling.

Compromises in selling make you feel a little letdown. You do not fully get what you want but you may get some of it. A compromise feels very one-sided. It feels like you have to always bend over backward to satisfy the customer – and even then, the customer never really seems satisfied either. Win/Win outcomes are the answer. 

Without preparation and knowing what it is you want to say, your first contact will more often than not elicit an objection, and inevitably end up with you talking about your product at a price. 

Having the first phone conversation and getting that first meeting can be hard. Harder still can be the follow-up.

For many salespeople it is a trade-off. “If you want me to grow sales, then I will have to sacrifice margin”. If you want me to grow margin, then I will have to walk away from sales”. It feels like a constant game of trying to manage both.