Softer Side of Selling

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Go For The “No”

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When is "No Sale" a good thing?

When is “No Sale” a good thing?

Go For The “No”

Salespeople love to hear the word “Yes,” and dislike hearing the word “No.” Often when we hear “No,” we panic. We frequently think we did something wrong—sometimes even allowing it to wound our self-image. But be strong, and don’t take it personally!

When Can “No” Be Good?

It’s true. A “No” can actually be good. Because when the prospect says, “No,” the real selling starts.

Ask Why

All you need to say is, “I certainly respect what you are saying, but, off the record, you said “No” for a reason?” Quite often, your prospect will tell you. You may be surprised to find that you can quickly overcome the objections and soon get to “Yes.”

Put Your Fears Aside

Don’t be afraid to hear a “No.” Most times a “No” indicates a misunderstanding that can be cleared up. Why did the prospect say “No”? Ask clarifying questions to better understand why. If you can meet the objection and confirm the prospect is satisfied, then again ask for the order. Flush it out. You’ll know exactly where you stand and you’ll feel good about yourself.

So when can “no” be good? Sometimes you may have to “Go for the ‘No’” so you can start selling.

For even more sales help, join our FREE Sales Club! “See” you next week.

Good selling!
Don Crawford & Lois Carter Crawford

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Carefully Choose

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Carefully ChooseSpeaking to Prospects & Customers

The words we use when we speak with prospects and customers affect the outcome of the sales presentation. Think about and carefully choose the words you use to improve sales.

Proposal vs. Quote

Are you after a long-term, mutually beneficial relationship? Sounds a lot like marriage. Do we “quote” to the one we love or “propose?”

Price vs. Cost

Cost has a negative connotation. Price is more appealing. Have you ever seen a “cost tag” in a furniture store?

Benefit vs. Feature

People buy benefits. Think about drill bits. Carpenters and machinists really want holes. If your drill bit lasts longer than the competition, the
customer gets more holes per bit.

Want vs. Need

We buy what we want not what we need. I need transportation to get me to work. I want my own car rather than taking the bus.

Share vs. Tell

From the earliest age, our mothers taught us to share. “Would you share your budget with me?” is better than “Tell me your budget.”

BONUS TIP: Can vs. Will

Can denotes the person has the power to do. Will is optional. “Can you make a decision today?” asks whether they have the ability to decide. While “Will you purchase six cases of this fine wine?” begs for excuses like “I would, but my wine cellar is full, sorry.”

For even more sales help, join our FREE Sales Club! “See” you next week.

Good selling!
Don Crawford & Lois Carter Crawford

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