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Last updated on 2024年6月29日

Your client keeps turning down your product pitches. How can you win them over?

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Facing repeated rejections from a client can be disheartening, but it's a common challenge in the sales world. Your approach to each pitch is crucial, and understanding the client's needs and concerns is paramount. When your product pitches are consistently turned down, it's time to reassess your strategy and find new ways to connect with your client. Winning them over requires patience, adaptability, and a keen sense of what truly matters to them. It's not just about selling a product; it's about building a relationship and providing real value.

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Marcos Antonio Ferian

Coordenador Comercial - Equipe Zoetis
Ryan Ismail

Building from scratch. No inheritance. No connections. No backups. Just Blood, sweat and skills.

1 Listen First

The foundation of any successful sales strategy is listening. When a client rejects your pitches, take a step back and engage in active listening . Ask open-ended questions to understand their needs and concerns better. This not only shows that you respect their perspective but also provides valuable insights into how you can tailor your product's benefits to their specific situation. Remember, your goal is to solve their problem, not just sell a product.

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Marcos Antonio Ferian

Coordenador Comercial - Equipe Zoetis
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Entenda a obje??o. Quando n?o entendemos da dor, diagnosticamos com base no achismo. Temos que encontrar o diagnostico correto para fornecermos um tratamento adequado. O produto precisar ser a solu??o. Você deve pensar antes, entendendo o perfil do cliente, como este produto pode solucionar algum problema dele: aumento de ticket médio, atender uma demanda ainda n?o atendida, perfil de consumidores na regi?o para o seu produto, inova??o, etc. Muita gente vende apenas pelo relacionamento. Ainda assim, n?o basta! O risco de n?o ser uma venda bem sucedida é grande, pois o produto n?o terá um propósito de estar no cliente. Estará apenas por uma amizade, mas n?o pelo motivo principal, o qual o mesmo foi pensado. Venda para revender!

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Ryan Ismail

Building from scratch. No inheritance. No connections. No backups. Just Blood, sweat and skills.
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1. Understand Client Needs: Ask questions to uncover what they really need. 2. Active Listening: Pay full attention, showing you're genuinely interested. 3. Empathy: Show you understand their pain points and challenges. 4. Clarify Misunderstandings: Confirm what you heard to avoid misinterpretations. 5. Personalize Solutions: Tailor your pitch to directly address their specific needs. 6. Feedback Loop: Encourage feedback to refine your approach. 7. Build Trust: Consistently show reliability and integrity. 8. Follow-Up: Regularly check in to demonstrate commitment and adaptability. 9. Patience: Give them time to see you as a partner, not just a seller.

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2 Refine Offer

Once you've gathered insights from your client, refine your offer to address their specific needs and pain points. This might involve customizing the features of your product or adjusting the terms of the deal. Show your client that you've heard their feedback and are willing to work with them to find a solution that fits their unique requirements. A personalized approach can make all the difference in demonstrating the value of your product .

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Ryan Ismail

Building from scratch. No inheritance. No connections. No backups. Just Blood, sweat and skills.
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1. Identify Core Issues: Understand why they are rejecting your pitch. 2. Simplify Your Message: Make your offer clear and easy to understand. 3. Highlight Unique Benefits: Focus on what sets your product apart. 4. Offer Customisation: Tailor the product to meet their specific needs. 5. Demonstrate Value: Show how your product saves time or money. 6. Provide Evidence: Use testimonials or case studies to build credibility. 7. Improve Cost-Effectiveness: Consider offering a discount or a better pricing model. 8. Enhance Support: Offer strong customer service and training. 9. Ask for Feedback: Continuously refine based on their suggestions.

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3 Build Trust

Trust is a critical component of any business relationship. To win over a skeptical client, focus on building trust through transparency and consistency. Share testimonials or case studies that demonstrate the success of your product. Ensure that every interaction with your client reinforces your commitment to their success and your product's reliability. Trust takes time to build, so be patient and persistent.

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Ryan Ismail

Building from scratch. No inheritance. No connections. No backups. Just Blood, sweat and skills.
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1. Show Consistency: Always deliver on your promises. 2. Be Transparent: Openly share information and avoid hidden agendas. 3. Listen Actively: Pay attention to their concerns and needs. 4. Provide Proof: Use testimonials and case studies to back your claims. 5. Communicate Clearly: Use straightforward language and avoid jargon. 6. Follow Through: Take action on what you discuss and promise. 7. Offer Value: Provide helpful advice and insights, not just sales pitches. 8. Be Patient: Build the relationship over time, not overnight. 9. Show Empathy: Understand and relate to their challenges and goals.

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4 Educate Them

Education can be a powerful tool in overcoming objections . Provide your client with information that helps them understand how your product can benefit them in the long run. This could involve a detailed explanation of the product's features , how it compares to alternatives, or even training sessions if necessary. The more knowledgeable your client feels about the product, the more confident they'll be in making a decision.

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Ryan Ismail

Building from scratch. No inheritance. No connections. No backups. Just Blood, sweat and skills.
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1. Understand Their Knowledge Gap: Identify what they don’t know about your product. 2. Simplify Complex Ideas: Break down complicated concepts into easy-to-understand terms. 3. Use Visual Aids: Incorporate charts, videos, and demos to illustrate points. 4. Share Success Stories: Provide case studies showing how others benefited. 5. Offer Workshops/Webinars: Host sessions to dive deeper into your product’s value. 6. Provide Helpful Resources: Give them articles, guides, or whitepapers. 7. Regularly Update: Keep them informed about new features and improvements. 8. Answer Questions Promptly: Be responsive and thorough in your replies. 9. Encourage Hands-On Experience: Offer free trials or demos to let them experience the products.

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5 Revisit Timing

Timing can significantly impact a client's decision. If your pitches are consistently rejected, it may not be the right time for your client to make a purchase. Stay in touch and provide value even when they're not ready to buy . Keep them informed about industry trends and how your product evolves. When the time is right for them, your persistence and ongoing relationship will place you at the forefront of their choices.

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6 Offer Value

Above all, ensure that your product offers undeniable value to your client. Go beyond the features and focus on the benefits that directly impact their business . Whether it's cost savings, increased efficiency, or a competitive edge , make sure your pitch highlights how your product will help them achieve their goals. When clients see the tangible value, they're more likely to reconsider their initial rejections.

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Ryan Ismail

Building from scratch. No inheritance. No connections. No backups. Just Blood, sweat and skills.
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1. Highlight Cost Savings: Show how your product saves them money. 2. Demonstrate Time Efficiency: Explain how it helps them save time. 3. Showcase Unique Features: Point out what makes your product special. 4. Provide Tangible Benefits: Detail the direct benefits they will experience. 5. Offer Free Trials: Let them try the product risk-free. 6. Bundle Services: Create packages that offer more for less. 7. Include Added Perks: Offer bonuses like extended support or training. 8. Customise Solutions: Tailor your product to meet their specific needs. 9. Prove ROI: Use data and case studies to show the return on investment they can expect.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Your client keeps turning down your product pitches. How can you win them over?

1

2

3

4

5

6

7

1 Listen First

2 Refine Offer

3 Build Trust

4 Educate Them

5 Revisit Timing

6 Offer Value

7 Here’s what else to consider

Sales

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Your client keeps turning down your product pitches. How can you win them over?

1

2

3

4

5

6

7

1 Listen First

2 Refine Offer

3 Build Trust

4 Educate Them

5 Revisit Timing

6 Offer Value

7 Here’s what else to consider

Sales

给文章评分

感谢您的反馈

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