5 Ways to Rethink No

As a sales professional, I urge you to rethink no. Who knows what buyers mean when they say no? I certainly don’t. That is until I ask questions. The questions I ask when I hear the word “no” are designed to draw them out, to get them to clarify, elaborate, and simply “tell me more” about what they’re thinking–keeping the sale moving forward.

Here are the 5 most common reasons for buyers to use the word “no” during your time together.

1. “No, not yet.” If this is the case, you’ve created interest, but not enough urgency for the buyer to make a decision. This buyer likely has lingering questions that need to be addressed. The unaware salesperson will assume this “no” means “no sale” and move on. Well-educated sales pros understand that this “no” just means, “let’s talk some more.” [Read more…]