I said, "No." What is it about no that you dont understand? Generations of salespeople have been told that when a prospect tells you no its really a request for more information. You may have heard that the sale doesnt really begin until your prospect tells you no. I say, Baloney. Sometimes a no means no. Try this on. When your prospects tell you no, its a good thing especially when you control the no. You've heard of "Getting to Yes." I believe in getting to "No." Let me make an educated guess. You don't like hearing the word "no." Ever since you were very young you've done your best to avoid being told "No." The word "no" seems so negative. A "no" in the world of selling is looked upon as a negative. If your sales process results in a "no", it's usually viewed as a setback. Therefore, most salespeople hate the word "no." It doesn't have to be that way. I believe that there is a better way to look at a "no. I believe that you can shift the emotional response you have to this two letter, little devil. Think of it this way---- You don't really hate to hear 'No"--- You hate not knowing when a "no" is coming. If a prospect is going to tell you "no"--- when would you rather find out about it--- early in the sales cycle, or late in the sales cycle? Heres the tip - Attempt to uncover a "no" from your prospect as soon as possible. Please notice that my coaching instruction was to uncover a "no." Avoid creating a "no." One of your main objectives as a salesperson is to uncover a "no" that was going to happen anyway. Let your prospect know that it's OK if they come to the conclusion that your product or service is not what they're specifically looking for. Let them know that it's OK for them to say, "No, thank you." Let them know that you'd prefer a "yes", and--- it's OK if they tell you "no." When you set up this agreement there is a fascinating by-product. You will stop hearing prospects say "maybe", or I need to think it over" as a substitute for... "No." This alone will help you reduce the length of your "sales cycle." You won't be chasing after people who have no intention of doing business with you, but are afraid that if they tell you "no" you'll start selling even harder. This tip will reduce the stress levels experienced by both parties--- guaranteed. I urge you to find training programs like those provided through BusinessSuccessBuilder.com that will help you say the right things and ask the right questions ...so you can uncover a "no" that was going to happen anyway. To your success. Copyright 2006 Ike Krieger |
