The Art Of Hearing No!

Good Day:

The word (No) is the two letter word sales professionals hear more than any other word in the english language. However it is still the word that most of us allow to negatively affect our day. You can turn this negative to a positive by just taking a few steps to dig deeper. Not all (No's) are created equality, many are said for different business and emotional reasons. I started practicing a few years ago with prospects before I hung up the phone I asked more about the (No). Was the reason for the No, me, my delivery, bad timing, no need for services, previous bad customer experience, etc. When you start to dig you may start to uncover important information you can use at a later date to turn this current (No) into a (Yes) later. Example: I had a robust sales package I delivered to a prospect that I thought was a (Home Run). It covered all their needs and accounted for needs they never considered. I just assumed I would hear the biggest (Yes) we are ready to sign. Unfortunately I heard the opposite a big (No) and I was shocked. However before I ended the call I simply asked ,"Why No to this great proposal"? I then received a great answer, it wasn't the proposal it was too much coming at them to soon. The prospect had been let down before by vendors over promising and under delivering. So now I understood the issue, I asked the prospect if I could re-submit a (Standard Proposal). This proposal would cover their basic needs, decrease their service start time, and give the prospect room to grow with my company as we continued to show value. As time with on I had the most (Upsells) with this client than any others. Instead of the (Home Run) approach, I consistently hit singles until I scored a run. Hearing the word (No) hurts but if you unpack it , you can learn some valuable information.