The thought of having an unsuccessful sale can leave you with a bitter heart and there are higher chances that you may feel de-motivated. Well, that is quite evident to happen but will that make you a better salesman in any fashion? The answer to this is a clear NO. Unsuccessful sale in no way should be taken negatively. It does come with a sad feeling but also with some lessons attached to it. You need to figure out what it is teaching you in particular. Why the sale has gone unsuccessful and what you did wrong that the prospect said No to you.
Once you have figured out the reasons you need to work on it and try it again the next time and try your best to give it the best shot. You may be unsuccessful for the first few times but not always. It is just that you need to realize where you have been doing wrong and once you have been able to figure that out work hard to get it corrected. It is just a matter of time that things will change for good and you will find yourself in a comfortable zone.
Heavy equipment salesmen have a real hard time selling machines. Heavy equipment are highly expensive commodity and not many can buy them as long as they do not see a very strong reason to buy. They should see a strong need to buy heavy equipment and this need should be first felt by the salesman. The construction business owner may be too busy operating his/her business and may not get enough time to sit and analyze the immediate requirement of his business. He/she will probably want someone to guide him/her in that way. You can prove to be a great asset to him/her if you can figure out his/her heavy equipment requirements. He/she will appreciate your effort that you have shown and will buy a couple of machines from you.
Not just the business requirements, at times a salesman also need to work on the financial standing of the company. If the company is financially sound and has ample of projects in hand, it means that they will not have much of an issue to finance the machines. But normally the case is different. You will encounter businesses that are financially crunched and if you can help them get a loan you can have just bag the deal for yourself.
This is where you should be paying the maximum focus on and not on getting de-motivated. Negative emotions should not have a place in your life. You can do wonders if you think right and have the self belief to conquer any challenge. A salesman in particular needs these qualities the most. Rest is nothing but strategizing your flow of work. Increase your client base by meeting as many people as you can and leave an impression on their minds. Not every sale can be a successful one but you can turn every meeting a successful one. That is entirely up to you.