ZARZA We are Zarza, the prestigious firm behind major projects in information technology.
Listen "Success Mindset S3: EP 102"
Episode Synopsis
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Three Steps of Service
Add-ons
Rebooking
Retail
These are the standard that we must hold ourselves accountable to complete
Mindset around rejection
Client says no to a treatment:
Why should they get treatment?
Why should they get one today?
What are the objections that would stop you from getting one?
No Time
No Money
No Value
No Urgency
Client says no to rebooking:
Why should they rebook?
Why should they rebook today?
What are the objections that would stop you from rebooking today?
No Time- their schedule is too busy. Unknown calendar
No Urgency- they have a wide open schedule and they think you do too
Fear of commitment
Uncertain of results- will they like how they look and feel a few days from now. Maybe they aren't sure if they were satisfied with your service
Client says no to take home care
Why should they take any aftercare home?
Why should they take any aftercare home today?
Will this really help them?
What are the objections
No money- im on a budget
No need - i already have stuff at home
No urgency- ill get it next time
Uncertainty- Ill think about it
Goal:
Not to think about their response but our responsibility as a professional to ask, recommend, and control how we want to operate our business while building strong relationships
OVERCOME REJECTION
Dig deep to find where this fear began
Remember it isn't a rejection of YOU personally but the role you play, or the service or product you sell.
Homework:
Write out the bricks in your life: the obstacles you face, fears that stop you, challenges that hold you back.
Now Write out the mindset, attitude, education, tools, and people that are on your success train that help create the momentum you need to run over all those bricks in your life!
Three Steps of Service
Add-ons
Rebooking
Retail
These are the standard that we must hold ourselves accountable to complete
Mindset around rejection
Client says no to a treatment:
Why should they get treatment?
Why should they get one today?
What are the objections that would stop you from getting one?
No Time
No Money
No Value
No Urgency
Client says no to rebooking:
Why should they rebook?
Why should they rebook today?
What are the objections that would stop you from rebooking today?
No Time- their schedule is too busy. Unknown calendar
No Urgency- they have a wide open schedule and they think you do too
Fear of commitment
Uncertain of results- will they like how they look and feel a few days from now. Maybe they aren't sure if they were satisfied with your service
Client says no to take home care
Why should they take any aftercare home?
Why should they take any aftercare home today?
Will this really help them?
What are the objections
No money- im on a budget
No need - i already have stuff at home
No urgency- ill get it next time
Uncertainty- Ill think about it
Goal:
Not to think about their response but our responsibility as a professional to ask, recommend, and control how we want to operate our business while building strong relationships
OVERCOME REJECTION
Dig deep to find where this fear began
Remember it isn't a rejection of YOU personally but the role you play, or the service or product you sell.
Homework:
Write out the bricks in your life: the obstacles you face, fears that stop you, challenges that hold you back.
Now Write out the mindset, attitude, education, tools, and people that are on your success train that help create the momentum you need to run over all those bricks in your life!
In God we trust