Attract the Right Job Or Clientele:
“No” leads to “Yes!”
Most professional salespeople freeze when they hear the word “no,” let alone those seeking to advance their careers or build their entrepreneurship. The next time you unexpectedly hear the word “no,” heed this age-old wisdom: “Stop, look, and listen,” and then re-negotiate.
Stop
Quickly gain composure and strive to comprehend what was just said. The sad part is most salespeople kill the sale themselves by becoming argumentative. When you hear “no,” there are generally several reasons for that answer.
– Not enough upfront research was completed regarding the needs, wants, and desires of the client
– Budget wasn’t asked upfront but was instead “assumed”
– Generic solutions were offered rather than a customized approach
– The prospective client felt the sale was more important to the salesperson than genuinely being of service
It is up to the person selling services or themself in an interview to figure out where the big question mark(s) remain.
Look
Take a 360-degree view of the situation. Do you honestly believe you listened thoroughly to what your prospect or hiring manager told you? What is their face telling you right now? Do they seem approachable to figure out the situation, or do you need to move on?
Listen
Question and answer is always your best answer both on initial meetings all the way through to the end of the sales cycle, referred to as “the close”. Upon hearing “no”, return with “Why?” Very often, a miscommunication needs to be ironed out. Delve into what you might have misunderstood or left out, and ask for suggestions. It’s pretty possible further research needs to be done or the proposal revised. When you operate in this manner, you will frequently be given a second opportunity to make it right and get to “Yes!”
Renegotiate
Before you offer alternative ideas, make sure all of the prospect’s ideas are fully listed. Ask them to prioritize and then secure a targeted budget. Ask what else needs to be in place for a decision in your favor. Adhere to everything requested as best you can. Get a timeline for the revised proposal. Returning with a renegotiated contract usually moves the “no” to “Yes!”
Strategically Sell
The best advice ever received was that one person doesn’t make the answer so. Therefore, when you are selling to a company of more than one person, ask in your first meeting, “who else will be involved in the decision-making process?” Attempt to meet as many decision-makers as possible and then get them to agree to a “meeting of the minds.” The negative person may be persuaded or over-ruled by peers to move forward.
Take the leadership position by directing the conversation so that you receive a consensus of what is needed, wanted, and truly desired. Working in this manner builds relationships best and will more frequently lead you to the Smooth Sale!
Strive to Improve
Observing the best, self-educating, and subscribing to programs fast tracks performance.
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