Champion sales people understand that hearing no is part of getting to yes. Average sales people let every nuance of the word no strike them like arrows and deflate the rest of their sales presentations. Think about how the following comments by potential clients make you feel:
“We appreciate all the information you’ve shared with us, Mary, but we’re not going to do this right now.”
Those are typical words and phrases sales people hear all day long, every selling day. For average sales people those words signal defeat. The gut reaction experienced when hearing them is an immediate one—of failure and rejection—something sales people go through on a regular basis.
In fact, since rejections are so common, it’s a wonder that so few sales people anticipate hearing them and prepare to deflect the negative feelings they can create. Most sales people just accept those words and the feelings they generate as part of the game of selling.
How often you hear the words and phrases like those above will depend on your abilities and skills as a sales person. But what you do and say after hearing them will make a world of difference in your closing ratio and in your personal bottom line.
Getting to “Yes”
This post is about “yes.” But the starting point is “no.”
The truth of the matter in selling is that very few buyers will say “yes” the first time they’re asked to own a product or service. Yet, the irony is that most sales people are willing to give up and accept rejection after hearing that first “no.”
Think about how you would feel if you heard the words at the beginning of this post.
- Would you feel the physical effect of disappointment? It’s that sinking, let down feeling. It can be a tired feeling as your formerly pumped-up selling emotions trickle down the drain.
- Would you mentally stop closing and simply move into “Let’s keep in touch”mode where you decide what to leave behind, what to pack away, and about moving on to your next meeting?
- Would you say, “That’s okay.” “I understand.” Or, “I’ll touch back just in case you change your mind?”
That’s how average sales people respond. So my question to you today is this: Do you want to be average – or do you want to encourage yourself to become better than that?
There’s a whole lotta selling to be done after you hear the word no. It’s just a matter of understanding the many meanings of the word no, selecting the one this particular client means, and working with it.
When you understand that “no” doesn’t always mean “no sale,” those words will roll off your back like a duck sheds water and you’ll keep paddling forward in the sales process.
Copyright Tom Hopkins International, Inc.