In sales or negotiation, it is the most common thing to encounter customer objections. Many people who have been trained in sales skills copy their coping skills stiffly without adjusting their mentality, and the effect is often not good. In my thousands of telemarketing or face-to-face sales career, I have been using the following methods to help me adjust my mentality, and the effect is very good. I hereby summarize and share with you. First: Don't take "rejection" seriously. Usually, some customers' most accustomed reaction to things they don't understand is rejection, and rejection is a habit for him; There are also some customers who refuse, often because they need to know more about the normal reaction of your product. Although this seems to be hard for you, for some customers, it is really the "disguised resistance" that people have broken the psychological defense line. Therefore, don't trust such customers too much, as long as you have firm confidence and stick to it. Usually when I meet such an answer, I will pause first, don't rush to refute, and say to myself, "Never mind, move on." Then he smiled and said to the customer, "Oh, really?" "It seems that you really are an expert in this field. I wonder if there is any chance to learn from you? " Second: treat every rejection as an opportunity to pay off debts. Each of us has two roles in this world, buyer and seller. When you are doing sales work, you are a salesperson, so of course you are vulnerable to some rejection. Similarly, when you are a buyer, you will reject others. When you refuse others to sell you insurance, you actually give others a chance to suffer. From the perspective of Buddhism, you owe someone a "debt of gratitude", so when you are rejected by others, in fact, others give you a chance to suffer, which is equivalent to paying you a "debt of gratitude". If you think so, you won't be so sad about every rejection. Similarly, this truth also tells us that for all those who sell products or services to you, don't kill them with a stick, and don't leave any pity for others. There is an old saying in China that giving others face is also giving yourself face. Third: rejecting you now does not mean rejecting you forever. Before every transaction, you can't be anxious, you can't think about eating into a big fat man at one breath, you need to do it step by step, and every step is done, and the result of the transaction will naturally come. From preparation, opening, demand mining, recommendation to closing, there are rejections at every step. But these rejections don't always exist. As long as you keep an optimistic attitude, accurately grasp the needs of customers and explain them reasonably, these obstacles are temporary. Usually, many salespeople make a mistake in the promotion process. Every step sends a very strong trading signal to customers, that is, serving food before the heat has passed. Can the taste be delicious? Please remember: the result of every step of sales is not a deal, but a smooth progress to the next step. If you think so, you won't refuse so much. Fourth, experience the emotional story behind "rejection". When I hear every customer's rejection, I first ask myself not to blame the customer for being unkind, but to help me make up a sentimental story. Maybe he didn't have a good rest at the weekend, and asked me to talk about it another day; Maybe he was just scolded by his boss and was in a bad mood. Or ..... In short, don't think about the customer's fault, first stand in the customer's position, help him make up a story to understand his mood, have a good experience and taste the world. Isn't this also a gain in sales? It's called empathy. Usually you communicate with customers with this mentality, and customers will think that you are a trustworthy person and will treat friends with you. The more personal stories customers tell you, the closer your business is. Fifth: the adjustment of positive energy. There is a book that is very popular now, called Secret. It's actually the law of attraction. He believes that nothing dominates the world except energy. The essence of our daily communication with people is the exchange of energy. When you are positive and eager to have it, attraction will help you attract what is good for you or what you want. When you are negative and afraid of losing, attraction will also help you attract things that are not good for you, or cause you to lose what you have. Therefore, the richer the rich, the more eager they are to have it, rather than just thinking about protecting what they have; The poorer the poor are, the more they always consider how to preserve what they have, rather than eager to have more; I don't know if you have such a similar experience. If one day you want to call a customer, but before calling, you always feel that this customer may not buy your product and will refuse you. As a result, when you call, the customer really doesn't buy yours. I have encountered such a thing countless times. When I realized that I was in a negative state, I stopped myself first. Do abdominal breathing to adjust your fatigue. Play a joke on people around you and readjust your words and thoughts. Before you make a phone call, you must think of something positive. The biggest fear is that you want to make a positive deal and are afraid of rejection from customers. If you are in such a state of mind, it means that you have not adjusted well, and you should continue to adjust. Until you become completely positive energy. Sixth: Probability determinism is a digital game in sales, especially in telephone sales. In other words, no matter how hard you try, at least 30% customers will not do business with you, and soon 10% customers will do business with you. The remaining customers are the customers you want to win by using the right method. Therefore, people who do well in sales performance must first ensure the workload. The purpose of ensuring the workload is to seize 10% customers who are sure to clinch a deal; Secondly, screen out unqualified or impossible customers as soon as possible (no budget, no demand for the time being and no decision-making power); Finally, you should use flexible strategies and skills to deal with 60% customers who keep rejecting you.