"You aren't going to convert everyone, so stop getting disheartened. If they don't want it, then don't worry."
Some advice passed to me by a sales manager for the company I work for, and in reality, he couldn't be more right! The story went as follows...
It was the summertime of 2018, and the phone rang for an inbound call. One of the many 1000's I have taken and yes, to my hearts delight, it was a lead who qualified for the product.
This lead was paying more for the service elsewhere, had no cancellation fees, had no poor history with the company and I had great rapport. Everything was set for a perfect sell to someone who genuinely needed what we have.
I pitched, and nothing
I questioned, and nothing
I persisted, repitched and reeducated and you guessed it.... Nothing!
This annoyed me as this was genuinely value to someone who really needed it. I could see she would be paying 4 times more to another company and even improved the level of service compared to the other company. However, still... nothing.
The frustration got to me, after a very awkward 10 minutes of me trying harder and harder, I gave up in the end and the call ended by both of us being annoyed at each other.
This call was then followed by frustration that I went to my sales manager with:
"I don't get it, she qualified for our product and it was cheaper and gave her more protection than her existing one. She is now paying £150 more a year to someone else for it with less coverage yet she didn't want our version! What did I do wrong?"
This became the biggest sales lesson in my life. Some people you just won't convert no matter what the situation is, but as salespeople our role is not to turn the flowing river of calls into gold (such as an alchemist would). Our role instead is to be the gold panner on the side sifting through the stream looking for those who can be converted and convert them only. Time spent selling to disinterested prospect could be spent finding the ones who are just waiting to say yes!
Balance your time, realise when a lead is dead and let it go! Don't go flogging a deadhorse when time can be spent with those just waiting to buy!
Keep on selling!
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