“No” distinctly says, “Not you” to the salesperson. It’s easy to understand. And, it’s important in your development as a sales and service professional. Related Content: The Sales Objections Series.
Many salespeople don’t recognize the real gift in the “No.” They think they are getting a “no” for the wrong reasons. They think the “no” is about the client when it’s really about the salesperson.
When you get a “No,” then you are getting a signal that you (or what you represent) is not good enough for a “Yes.” That means you have to increase your skill.
That’s the gift of the “No.” It’s a call to action that says,
“Your skills are not good enough. You need to go to work and getter better.”
If you are getting a “no,” it’s because something is wrong. Recognizing and adjusting for what is wrong is what good salespeople do.
The Wrongs of a “No”
If you are getting a “no” then correct these wrongs:
- The purpose: if you’re thinking about your commission, then you are wrong. It’s about the clients’ needs, not your pocketbook.
- The way: if you’re not utilizing their personality and buying type, then you are wrong. Clients all have their own reasons and buying speeds.
- The value: if you’re asking for the sale before the value is built, then you are wrong. Make sure the client understands the value before you ask for the sale.
- The decision process: if you’re asking the client to violate their decision-making process, then you are wrong. Some clients need both homeowners to make a decision, and some don’t. First, understand your client. Then ask in a way that honors their decision-making process.
Selling isn’t only about charging forward to the “yes” without any observation of the wrongs. These types of salespeople get a reputation for being pushy and demanding. In some cases, they even find themselves on the news for shady tactics. In worst cases, it destroys entire companies. Related Content: How to Stay Off the Nightly News.
Selling is truly about serving your clients’ needs. Selling is about aligning company purpose, and asking for the sale when all the reasons are Right!
If you want to avoid all the wrong reasons you are getting a “No”, then check out the PRESS PLAY for Sales Series.