How to handle rejection as a heavy equipment salesman

We all see selling as a difficult profession. It is because you got to convince people to buy something that you believe is important for them. However, the person to whom you are trying to sell it may not find it to be at all important. So your job then becomes to talk about all the possible features related to the product and create the need for it in the mind of the taker. This creation of need in the mind of the prospect is a real tough job and not many are able to do that successfully. Many ace sales persons have written in their books about the difficulties they have experienced while creating the need in the minds of the prospective buyer and they have also suggested ways and means that one can take to tackle that part of the problem. However, there is something more important that a salesperson should be learning before learning anything else and that is the way to handle a rejection.

Salesmen who are into selling of heavy equipment have a real tough time doing their job. They are actually dealing with a high priced product that is basically sold to people belonging to a particular domain. This means that your market is quite restricted. It is not like selling a high priced car that many like but can’t buy as they can’t afford it. Here the case is completely different. You are dealing with an item whose takers belong to a specific industry and therefore your scope to sell it in good numbers becomes restricted. This is perhaps the reason why a heavy equipment salesman has the chance to experience rejection lot many times than a salesman selling a car.

Be optimistic in your approach:-

Your approach speaks a lot about your personality and especially when you are a heavy equipment salesman your approach matters a lot than anything else. Your knowledge on your product needs to be absolutely bang-on and that perhaps constitute a larger portion of your self-confidence but your approach towards your profession should be nothing less than splendid. You may have been rejected many times and there may be situations when people will simply not want to meet you but that should not deter you or your approach towards meeting people. Your frame of mind should be always optimistic, nothing less than positive. It is this positive approach that plays an instrumental role towards handling rejection.

Share your experiences with your seniors:-

It is always useful to be around people who are jolly and have a good sense of humor and if such people are your seniors you should consider yourself to be damn lucky. You can share your experience where the prospect didn’t want to buy the machine or have insulted you or simply asked you to leave, leaving you dejected. Your senior in this case will give you a piece of their mind and try to ease you by cracking a joke or two. It also acts as a stress buster. Not just your senior but share your days’ time with anybody that you are convenient with. You can also play around with your dog for that matter. It is undeniably a great way to handle rejections.

Big Book of Caterpillar (Machinery Hill)


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