Twenty years ago, salespeople with products could go anywhere and have their way; ten years ago, products alone weren't enough—they needed various promotions or gifts; now, products have become a hot potato, and rejections are everywhere. After being rejected too many times, most salespeople start to doubt their career choice, feeling they entered the wrong industry. In fact, being rejected by customers is common in sales, but no matter what, salespeople should adjust their mindset, find the real reasons behind customer rejections, and then address them accordingly. The main reasons customers reject salespeople now include the following: **-01- **They don't approve of you personally In sales scenarios, perhaps your product has great potential, or your sales policy is attractive, or your company is impressive, but no matter how hard you try, some customers just won't accept it. At this point, you should clearly realize that the customer definitely doesn't approve of you personally. So, what causes the customer not to approve of you? What you need to do now is reflect on yourself: Is it your attire, mental state, communication skills, or words and actions? If you think these are the basic reasons, improve immediately and prepare for the next visit. If you can't find the root cause, the best solution is to have someone else communicate with that customer. For example: Xiao Tian is a veteran salesperson at a trading company with excellent performance, but in his area, he could never get into a supermarket with great business. Xiao Tian realized it was probably because the supermarket owner didn't approve of him, but he had no better solution. Coincidentally, a new employee, Xiao Liu, joined the company. After Xiao Liu became familiar with the business, the leader arranged for him to visit blank spots in various areas. When Xiao Liu arrived at the supermarket and met the owner, they chatted well. The owner asked Xiao Liu, "Are you now responsible for our area?" Xiao Liu firmly replied, "Yes," and the owner placed an order without hesitation! Later, after Xiao Liu got familiar with the owner, he mentioned Xiao Tian unintentionally. It turned out the owner couldn't stand Xiao Tian's tone of voice (the "familiar" tone of a veteran salesperson), but Xiao Tian never realized it because he had developed many customers using the same method. In fact, many times we can't see our own problems; what we think is an advantage might be unacceptable to others. So, when we encounter customers we can't win over in sales, it's a good idea to have a colleague try. **-02- **They don't approve of your product In sales scenarios, you often encounter customers who are not optimistic about your product: "We have too many of these products," "Your product won't sell at all," "Consumers here don't use this type of product," etc. What should we do in such situations? We can't just switch products. Actually, we can work on the customer's psychology and the product's sales plan. Remember, when customers say this, they are actually worried about the product not moving. To solve this, we need to make our sales plan stand out. For example: Xiao Wang's company makes condiments. The company just introduced a new product (a brand of sesame oil). During sales, Xiao Wang encountered a customer who said there were too many sesame oil brands and refused. Xiao Wang didn't panic; he carefully researched the market and indeed found many sesame oil brands, but he also discovered that none of them focused on sales promotion. With this insight, he had more confidence when talking to the customer. He told the customer about the market situation and how he planned to promote it, asking the owner to give it a try rather than just putting it on the shelf to die. The owner agreed tentatively. They scheduled a promotion from 17:30 to 20:30. Xiao Wang personally set up a tasting table at the customer's door, boiled a pot of seaweed egg drop soup, and during peak hours, he recommended the product to every customer, pouring the sesame oil into the soup in front of them, letting them taste it, and giving small gifts. As a result, the sesame oil sold over a case during that period. The owner immediately ordered more and gave Xiao Wang the best display position. Subsequently, Xiao Wang focused on making this store a model store for the sesame oil brand, and sales naturally soared. **-03- **Customers have too many choices In sales scenarios, you often encounter hesitant customers because they have many choices and can't make up their minds. As their partner, we should stand in their shoes, help them make decisions, and choose for them. For example: As summer approached, competition in the beverage industry was fierce. All beverage companies were rushing to launch new products. When Xiao Li, a salesperson from Company A, visited a store customer, he found the customer hadn't stocked up much. During the chat, he learned that other competitors had visited, but the customer still hadn't ordered. Xiao Li judged that the owner was still hesitating, so he explained the past competition in the beverage market, what they as retailers should do, showed photos of other stores that had stocked up, and then took out his phone to place the order, helping the customer decide. The customer accepted half-heartedly. For such customers, we need to think from their perspective, take the initiative, and help them decide. **-04- **Customers want to gain more benefits In sales scenarios, you often encounter customers bargaining and asking for policies. This indicates the customer has already decided to take your product but wants to maximize their own benefits. Some salespeople expose themselves completely to the customer from the start, leaving no room for negotiation, thus giving the customer the upper hand. In such cases, just remember one thing: propose an equivalent requirement to achieve a win-win situation. For example: Xiao Zhang, a beverage salesperson, went to recommend a new product to a customer. After asking about the price and policy, the customer asked for a discount. Xiao Zhang said he had already given his bottom price and couldn't budge. The customer then asked for a bigger promotion. Xiao Zhang offered "buy 10 get 1 free" (buy ten bottles, get one free), which was his maximum authority. The customer saw that "buy 10 get 1" was Xiao Zhang's limit but wanted to push further. He said, "If you give me 'buy 8 get 1,' I'll take a set." Xiao Zhang, under pressure to close the deal, called his leader for help. The leader said that if the customer ordered ten sets, they could consider "buy 8 get 1," with the minimum being five sets, and instructed Xiao Zhang on how to negotiate. Xiao Zhang told the customer that the leader said "buy 10 get 1" was a unified policy with no exceptions, but considering the relationship, they could offer "buy 8 get 1" if the customer ordered ten sets. The customer bargained, saying ten sets was too many and he had no place to store them, asking for three sets. After some back-and-forth, Xiao Zhang pretended to call the leader again and said, "The leader can't budge. How about this: if you take five sets, I'll give you 'buy 8 get 1,' and I'll take responsibility. But I hope you'll help promote it well. If it sells well, I'll look good in the company, and we can cooperate more happily in the future." And so the deal was closed. Although the policy was quite generous, it increased sales data. So, when customers want to maximize their benefits, we should always think of proposing an equivalent counter-requirement. **-05- **Customers temporarily have no need In sales scenarios, we also encounter customers who genuinely have no need at the moment. In such cases, we need to focus on these customers, maintain good relationships, wait for the right opportunity, and seize it when it comes. Usually, such customers are quite self-confident and tend to judge the market based on their own experience. Once they have a need and you appear in time, the negotiation becomes simple. The above five reasons for customer rejection are the most common in sales scenarios. This requires our salespeople to face them with a normal mindset. Remember, sales now start with rejection. Only by facing countless rejections can you truly hone yourself, and only through these countless rejections will we grow...
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