Recently, I was volunteering with the local Kiwanis club that I am a member of (Kiwanis is a service organization that focuses on helping children in the local communities).
Every year, we do an event called “Peanut Days”. The members of the group go out to a popular 4 way intersection in town, walk around in traffic (safely, of course), and solicit donations in exchange for a couple packs of peanuts. (I don’t know about you, but I love peanuts, and would happily part with a few bucks for a couple packs of peanuts.)
Anyways, as I’m walking down the rows of cars, shaking my tin can, and wearing an ungodly bright orange vest, I couldn’t help but notice one glaring issue:
People would do anything possible to avoid making eye contact with me!
They would do any one or two of the following things as to avoid even remotely glancing in my direction:
•Put on makeup (okay… only half of the people were doing this; I didn’t see any guys putting on make-up).
•Pull out their phone and “text” (texting themselves to remind them to not look at me, otherwise they feel guilty and have to donate).
•Make a phone call (I’m sure there were some very important conversations going on).
•Shuffle around in their glovebox (that place is a black hole, you and I both know there’s nothing immediately important in there).
•Look at themselves in the visor mirror (conceded much?).
•And a few more that I can’t seem to remember…
This leads me to the important sales lesson that can be taken away from m anguish in dealing with the apathetic public:
Getting told “no” is 100 times better than not even being acknowledged.
New (and many long-term) salespeople fear the word “no” like it’s the next plague about to hit civilization. But for what reason? Hearing that word presents you with either one of two options: you can move on, or try to find out what the real objection is.
You should want to hear “no”! Finding buyer’s true objections and answering them is a great way to build a deep rapport and earn a repeat customer (it shows that you are listening to them; not passively, but actively). They will trust you more because you took that time to dig deeper.
Don’t fear the word “no”.
Don’t fear rejection.
Simply move on if you aren’t acknowledged.
And always appreciate when the customer gives you the opportunity to close an objection!
Until next time,