Attract the Right Job Or Clientele:
You may be startled by the question, ‘what does no mean to you?’ New salespeople are quickly frustrated. They don’t realize that ‘no’ is usually the conversation starter. A few questions will provide the underlying thought and the exact meaning. Experienced salespeople smile when they reminisce about how they moved past the answer of ‘no!’
For entertainment, ask senior salespeople to share their favorite stories of how they overcame ‘no.’ And then ask them, ‘what does no mean to you?’
Before I entered the sales profession, I admired story-telling ability of salespeople in our social circle. At times, I would double over with laughter. I wondered how they became so talented in sharing stories and able to make them all up!
Upon entering the sales profession, I was astonished to realize no one could make up the stories. Some of the give and take between prospects and clients are mind-boggling! We never learn about these experiences in sales training. I soon learned that observation, listening, and asking questions are the key differentiators for successful salespeople.
‘No’ is the conversation starter, because no one knows upfront how you can improve their situation. Time is a valuable commodity. It’s easiest to pass judgment. We have no need and no interest is the common thread. Unless something unusual grabs the person’s attention, the opportunity fades away.
Thinking on our feet often saves the day and the sale. Toward the end of a first meeting, ask ‘why?’ Our job is to learn all of the reasons for the lack of interest. The more frequent answers include, timing, budget, lack of need, or, the business is in decline. The salesperson’s job is to uncover the specifics.
Giving up never accomplishes anything except for creating the need to interview for another job. Asking questions is the strategy that will direct us to a better path. Often, the timing is not right or processes behind the scenes are to be in place before proceeding.
If the issue is timing, ask the prospective client when they prefer to revisit the conversation. Indicate it will be helpful to know about their processes so that you have a better understanding. When the time arrives to move forward, you will be in a better position to assist.
Should the issue be budget, stop for a moment to give the topic some thought. Remind yourself of, what does no mean to you? The worst error is when salespeople leap on the ability to reduce the price. Often the price reduction isn’t the issue. Sadly, the salesperson loses out on a reasonable commission when it isn’t necessary. It is best to inquire whether the prospect’s funds can move from another department. Often the answer is yes, and the step is to work out a timeline for the followup.
For Additional Insights Read:
- Are Excuses Preventing Moving Forward?
- What Aren’t You Hearing?
- Do You Influence Others to See Value?
- Do You Realize The Similarities Between Improv and Effective Selling?
- Speaking Tips To Influence Your Audience
Your Story: What Does No Mean To You?
If you are one who takes the answer of ‘no’ at face value, it’s time to re-think your response. There are so many possibilities as to why you hear ‘no.’ Your job is to uncover why one word is your prospect’s response. Have you been losing business by accepting ‘no?’ It’s time to assess what does no mean to you?
Consider using these types of responses: what does no mean to you
- Is your ‘no’ permanent or for a short while?
- I would like to know your reasoning for no so that I have a better understanding.
- Reframe the response.
An example of reframing the response is: ‘You need to align what is already in place to move forward. When do you recommend we reconnect to continue the conversation?’ The question is a followup to what your prospect is telling you. It is a perfect opportunity to set a new date to pick up the conversation and move forward.
Come to terms with, what does no mean to you? Taking the time to understand the objections thoroughly will guide you to the route of being welcome. The success rate is never 100% certain, but it is far better than 0%! Your time spent will prove to be well worthwhile.
Sales Tips: What Does No Mean To You?
- Figure out what ‘no’ means to you
- Analyze how you typically respond to ‘no’
- Adjust habits as need be when objections arise
- Uncover all of the reasons for each ‘no’
- Attempt to reframe each objection to the prospect’s liking
- Ask what else needs to be in place to continue the conversation
- Request a timeline for potentially doing business
- Promptly followup and remind the person they asked that you do
- Before moving forward, ask your prospect what has changed since you last spoke
- Celebrate Success!
Today’s Blog is provided to help you achieve the Smooth Sale!
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