Written by Sean McPheat |
7 August, 2017
Well, we all know the old sales person’s mantra, “Never take NO for an answer!”
Indeed, some sales people try to live by this greed.
However, in attempting to live up to such a rigid and unrealistic standard, sales people often cross the line.
The line I am referring to is the one where you go from being a professional, confident sales person, who passionately believes in his or her products, to an annoying, selfish, obnoxious peddler, trying to extort money.
Part Of The Whole
Unless you are the type who believes in the outdated, smile and dial theology that you can sell anything to anybody, then “No” is not a bad thing.
I am not saying that you should not try to make the sale and get a YES from every prospect.
However, remember that the NOs are an integral part of your sales process.
Below are at least three NO situations that you should learn to live with.
To sell anything, there has to be a need, even if that need is only to fill a desire.
To sell any solution, there has to be a problem.
During the sales process, a professional sales person unearths the problems and exposes the need.
Occasionally, you will have an UNQUALIFIED prospect in where there is NO problem to uncover.
There is truly no need.
Of course, you do what you can to avoid situations like this, but when it happens, do not force the issue.
A professional sales person UNCOVERS problems and solves them.
A con artist CREATES problems and sells them.
Understand the difference between an objection, a stall and a condition.
You want to try to handle the objections and stalls.
However, a condition is such that neither you nor the prospect can control, change or even influence.
When there is a true condition, let it go.
Also, do not fall into the trap of quickly accepting objections that you cannot handle, using the excuse that they are conditions.
Finally, as you persist, stop and truly evaluate what is your motive for persisting.
If you find that deep down inside, you know that the main reason, the primary factor for you continuing to persist, the reason you want the sale so badly, is that you really need the money; then you need to back off.
In such a situation, it is likely that you inadvertently projected your true feelings to the prospect.
Whether you knew it or not, you had pound signs in your eyes and the buyer sensed your need to make the sale.
When this happens, it’s all over.
The more you push, the worse it gets.
You blew it.
The New Mantra
Of course, you always want to hear YES.
However, taking NO (as long as you did your job) gets you closer to the YESs.
In fact, there could not ever be a YES without the NOs.
So, I have to refute the ol’ “Never take NO for an answer.”
I say, take YES and take NO.
Because actually, it is “MAYBE” that causes the problems!
MTD Sales Training