How do you tell your boss “no”?
Fortunately, the sales profession indirectly told me how to ‘tell your boss, No!’ There was one specific instance in my corporate career where I said “no,” but not directly; I knew how to redirect my reply with precision for him to realize my inarguable “no.”
A sales manager joined me on an appointment with a prospective client. As we walked back into our office afterward, he chastised me for discussing price upfront. The trend in sales is to hide the answer of “how much” until the very end out of fear for the possibility of getting told “no”.
My style is to always discuss price upfront after you learn the prospect’s pain points and then I ask about budget etc. Only then do I know which services will be of most interest and how to position what I have.
Upon hearing my Sales Manager’s dissatisfaction of my sales style, I immediately shot back:
“Fine, I’ll change my ways if you just answer one question.”
He smiled and said, “Sure”, (thinking he had won).
I then asked,
“If over the past year, I have been conducting the entire sales cycle backwards, then will you please explain to me why I am always at the top of the sales scoreboard?”
The Manager turned beat red, visibly annoyed, and walked into his office. He did not reappear until 5:00 p.m. and headed straight out the front office door.
Being able to tell your boss, ‘no,’ in an inquisitive and respectful manner can change the job landscape. Be willing to change your mindset from being confrontational and adamant when faced with objections by management or clients, to one of an inquisitive nature posing questions. Doing so will enable you to become far more likely to close sales.
Poised and communicating with respectful confidence, will help remove the objections for you to enjoy the Smooth Sale!
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