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.
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.
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Don Crawford & Lois Carter Crawford