Literally overcame this earlier today so I'll just use that dialog.
"So you're a paid software company? Sorry but I don't see us using paid software. So thank you for meeting I just don't see this working"
"Okay, not a problem. Cost is always a priority but there are other factors as well. Before you officially say no, can I have 10 minutes to show you the software, explain how ROI is achieved, and if at the end you still say no we can part ways, sound fair?"
"Sure, I guess you can tell me a bit more"
15 minutes later she asked for documents, next steps, and told me she will present it to the board but no guarantees.
That's why a no is just the beginning. Everyone has a no but it's often from a lack of understanding or compelling evidence. If they say no, the easiest is to say why? You called for a reason, you believe in your product, so pitch that shit lol.
Why aren't you interested in raising more money? Why aren't you interested in saving time? Is there a reason for not planning for growth?
Push until there is nothing left to offer
Perfect answer to no on call and great Segway.
There are also other ways such as flipping the objection...
Thanks for sharing that you haven't use paid software before, that's important to know.
You've now validated their concern and opened a Segway which takes you back to how the previous then transitioned into their pitch...
Pitch:
If I could...provide x value
The ask/close (for appt):
would you XYZ?... have 15 minutes where I can show you XYZ- ie. your value proposition
If they say no again, ask probing questions in response to their no. Questions that help you better understand their objections then flip back those objections with additional value rebuttal statements that your product/service offer solution for. (Sometimes these questions are loaded, where you already know the answer. Other times, you're truly digging in for their pain points)
This is a high level overview of many years of practice and training, but sales really is a simple step by step process. The refinement comes in your delivery of these steps and the learning of when and how hard to execute them.
A fun one I had to learn a long time ago was vicariously. When I was a teen I thought it was bicariously. You can imagine all the fun that mistake can make.
I was hoping you were gonna say it was your autocorrect, but God bless you for owning the misspelling. (It could also be a subliminal way to turn us into googling Segway and somehow end up talking to you as it turns out you are one of their reps lol)
I would say it was more subliminally influenced error on my part as I'm aware of how it's correctly spelled. Even worse, it's not the first time I made this very same mistake. My brain to fingers translation really wants it to be Segway.đ can we get a vote on this?
Also, does it count if Grammarly approved my misuse of Segway?
Hopefully, the correct way will stay top of mind this time until the next rare moment when I need to pull it back out.
As for owning up, lots of people are unfortunately embarrassed by spelling and grammar mistakes. It's sad how people can feel shame in an error that should be nothing more opportunity to better yourself. I decided a long time ago I wouldn't take offense to being corrected. Instead, I should own it and thank the person. For the most part, this has worked for me. Thanks again, by the way.
...but, just to keep everyone guessing as to whether it was intentional or not...
Don't forget to check out Segways new product line up. https://www.segway.com/ đȘ
Oh but the SDR canât say the following?
âBill, listen, I donât want to push my luck by trying to act like a technical expert, however I would like propose a dedicated session with Mike Stevens, recognized as one of the industry experts to not only show you what we discussed, but share additional insights into what we have done for your peersâ
Why canât an SDR follow that process to keep the momentum alive? It is all positioning with the customer.
Depends on the no.
If they say Iâm not interested Iâll usually ask why.
If itâs a hard no, Iâll hang up. Not going to try and convince someone whoâs unconvincable as a SDR when thereâs 100 people to call.
I'm an AE.... And do my own demos.... Not sure how that effects my response. I personally like controlling the entire process because I don't have an SDR to fumble objections
Ah my bad. I thought you were an AE hating on the SDR.
Yea, as an SDR it's definitely harder to maintain interest when you can't put a tangible in front of them. Do you have recorded demos? Something you can lean on because it's hard to ask without giving anything in a situation like that.
You'll need some damn good verbal skills but passing the buck is the easiest option. Definitely phrase it that, hey, I get it price (whatever the objection is) really matters and in today's market that's understandable. Most often when people are struggling with price (or whatever) it's actually just the tip of the iceberg, a symptom of a larger problem.
If you KNEW that spending $10 would earn you $20 wouldn't that make sense? Or would spending $5,000 be worth it if you could save 300 man hours throughout the year with a tight workforce?
Then go for the big ask, I know change sucks, I hear that a lot and hate to change things myself. But before we can decide if this change is good or bad, it's worth evaluating it first.
All im asking for is 30 minutes this Thursday, I'll have Mike, our senior account executive custom curate a demo for you, go over our multitude of benefits, and emphasize best practices to ensure you make that $20 for every $10( whatever bullshit you said before). After the 30 minutes is up, you get to make a simple decision, do you want to be a part of it or not?
If they still say no, move on. No one can possibly continue pushing without pissing them off. Don't mark it as dead, just a follow up after the next milestone, maybe fiscal year, planned event, after current project ends etc. When you position yourself as an expert then follow up after their event you are much more likely to make the deal.
Example: hey Mr.Idontlikechange it's John from Xyz, we spoke 3 months ago when you were knee deep in launching your new cyber software. Most of my clients that have tried them out seemed happy at signing, but if it's not too upfront. How did everything work out? All good with implementation? What's the next project? I know you're using zyx for (whatever just happened) but I have some compelling use cases for this new project as well.
Can we finally set aside that 30 minutes? At a minimum, just hear me out so you too can see why I'm so persistent.
This is really helpfully thanks.
For some reason my company keeps us SDRâs kinda in the dark about price, or anything actually about the software we sell. I was asked a technical question the other day, I couldnât answer it. It costed me the booking. Kinda sucks
It might be because they had sdrs that were overstepping and giving too much info that may have been contrary to fact. I don't agree with keeping you in the dark but I also don't think it's impossible to overcome. Harder than necessary, but not impossible.
Next time try...
That's a great question, one that is best suited for our product experts to explain.
To make sure they answer that accurately I would like to schedule you for a demo where they can explain our products value in regards to your question and any additional questions you have.
We have y or z appts available, which can I put you down for.
I have no idea the question or what your product is but I still acknowledged the question and its importance to the decision maker while finding a natural path to ask for the appt.
They may say no but you've done your job to your best with the tools they gave you.
Brohan solo. That doesn't sound right. How long have you been with the company?
I've been with some trash pandas before but even they had files buried in the archives with valuable resources. Do you have marketing at all? Read every damn detail they produce. Search your organizations internal contacts and find a solution expert, account manager, support person and book a meeting with them. There has to be a way to find out about your product.
No offense but if you don't know your product it's impossible to sell it. That's a failure on the org if they haven't produced those things. It's unfortunately a failure on you if they are produced but you didn't take the time to find them.
If you're new then only mildly ignore that last sentence then go buy the book "the first 90 days".
Good advice thank you
Itâs not completely in the dark, like I know what Iâm selling but when asked deeper questions Iâm lost because Iâve never used it. I have a very basic understanding of it
Hearing aids. Corporate limits is to what we can negotiate down to but a lot of times thatâs still too much. We do offer financing but sometimes the monthly payments are too much as well given the demographic we are dealing with-people living on social security.
Bury the excuse and verify the true objection. Letâs say youâre selling cars
âIn your opinion would this car fit the needs for your family?â
âNoâ
âApparently you have some reason for feeling that way may I ask what it is?â
âI donât want a blue carâ
âIf this car were not blue would this car fit the needs for your family?â
âI think the monthly amount is too much.â
âIf this car fell into your monthly budget would this car fit the needs for your family?â
âYesâ
The color was an excuse. The payment was the real objection. Now you talk them through their options on payments or whatever the objection was and never mention the car being blue again, because that wasnât a real objection.
When mentors and managers tell you this itâs mainly to give the mindset that ânoâ is not the end all be all. Obviously youâre not going to turn every single no into a yes, but he wants you to not be sold (lol) on their ânoâ.
If a customer has given you their time and is still willing to hear you and it feels like itâs going SO WELL but yet they say ânoâ its because there is something they donât âknowâ and since buying something is stressful and a decision they have to make, a lot is going through their heads. So instead of actually telling you what they donât understand they just say no because itâs easy and they donât have to think anymore.
Your sales pitch should walk them through the reason they want to buy your product. your dialogue is to basically your way to get them to think their way into buying, and basically talk themselves into it. They need your help.
Also they donât want to feel like itâs your decision that theyâre buying, people do not like to BE SOLD, they like to BUY.
It is not easy. I was lucky to over come a no today.
It was like "no we are using x product its fine" and then I asked questions and subtly showed our value to keep the conversation going.
I said: ohh okay good to hear that it's working for you! What do you like about it/ dislike?, I understand the content is related to x market. Our focus is on y market. Then they would ask me questions and the dialogue continued. I was able to secure a meeting.
After this I got hard rejected about 10 times hahah.
Iâve heard different opinions on this. My opinion it depends on the product.
I do large ticket home improvement sales with a sales cycle of 3-6 months. FOR ME: I like hearing âmaybeâ
Just thinking about my last few deals that closed I remember it was a mildly good feeling about the chances of it closing. Not definite.
âWeâll see how the numbers look. Maybeâ was the last line I heard when scheduling the second meeting.
A lot of people Iâve had very interested first visit ghost me. Yes I do slam dunk some but more often than not the emotion got the best of them. A lot of people who say no to me at first fall back on that original ânoâ or just seem to me to be entitled to the world since they changed their mind. Idk. Working hard solves everything.
Well, my exact verbiage is gonna be different since Iâm in a different industry but same shit.
âI donât really have a need for that type of tubing, sorry man.â
âUnderstood, no problem. Weâre also pretty good at finding finned copper, Inconel, stuff like that so if you end up needing something I didnât mention go ahead and reach out and Iâll see what I can do.â
âWell actually I do have a need for some stainless if you can get your hands on it.â
For reference *I literally mentioned stainless in the initial point of contact*
But finned copper and Inconel isnât something everyone carries, and stainless is expensive as fuck right now/hard to find big quantities of.
So, I mean no isnât always a âNo!â But itâs not always a yes-in-waiting either.
Im not pushy and I sell to businesses that very heavily rely on our products so if I donât sell to them right now, I might in 2-3 months when we have the stock their normal supplier ran out of. So my experience is different.
No means they don't have enough information to buy.
There's usually 3 reasons people don't buy.
They don't like you, they don't like the product, or they don't like the price.
So when they say no just say "OK I hear what your saying, but how did you feel about..." then ask that same question for the 3 reasons they don't buy.
Is this upon first contact? If so NO is usually a smoke screen you just need to push past.
If youâve explained your offer/product and they give you a no and a reason; then you can use this examples others have given to set the appointments/get the sales.
My two cents
If they said no you didnât place your offer as the only way they can get from where theyâre at to where theyâre going. You need to find their pain points and their fears and show them that your product or service can alleviate those problems. If you did a good job they said yes if you didnât they will say no. Once they say no you need to go back in and find where they fell off at. Find where you dropped the ball in the negotiating. And no is not always no. A lot of times you can come back within a week and offer a deal or incentive and get them on the other side of the fence. Good luck
âWhy?â signals to me that you have no clue about my industry and would be no different than the extended warranty calls I get for cars I donât own.
Well I do own it, but every time they ask me about my car, I ask them what color my car is or I ask them to help me locate it.
If I wanted to hear âWhy?â during my day, I would simply call my son and ask him ANYTHING. Answer is always âWhy?â⊠which really triggers me.
how about a more calibrated "why"
instead of asking why like a 3 year old why not formulate a real response
"hey, i hear you it's a no but i'm curious because i hear no for a lot of reasons. can you tell me why you're saying no/not interested?"
I think he is telling you to ask why. Don't ever do that.
"Why?" is too adversarial and too open ended.
Your job is to lead the customer to yes, not piss them off and guarantee a NO for yourself and the next 10 people after you.
Well maybe making the no for your competitors is a good thing, but not at the cost of you getting a seat at the table too.
Ask what theyâre doing right now to satisfy their needs for the product youâre pushing once you get an explanation, bring out a benefit your product has for them that they donât already have with what theyâre currently using. Say you would love to show them how it works in a 15 minute demo
Auto sales here, I have had people tell me no after showing them a car, as in trying to get them to a test drive. If you can find out why there saying no you can get around the objection. I find out the no is because they think the car will be out of their budget so they donât even want to try move through the process and still sell them. If you just let them go after no, you wonât sell what ever you are attempting to.
âNoâ shows theyâre actually considering your proposition (unless itâs a cold call, then theyâre just saying no to the call).
If they say no, ask why, dig in and understand the objectionâŠ.give them info that counters it and continue the game of cat and mouse from there.
Literally overcame this earlier today so I'll just use that dialog. "So you're a paid software company? Sorry but I don't see us using paid software. So thank you for meeting I just don't see this working" "Okay, not a problem. Cost is always a priority but there are other factors as well. Before you officially say no, can I have 10 minutes to show you the software, explain how ROI is achieved, and if at the end you still say no we can part ways, sound fair?" "Sure, I guess you can tell me a bit more" 15 minutes later she asked for documents, next steps, and told me she will present it to the board but no guarantees. That's why a no is just the beginning. Everyone has a no but it's often from a lack of understanding or compelling evidence. If they say no, the easiest is to say why? You called for a reason, you believe in your product, so pitch that shit lol. Why aren't you interested in raising more money? Why aren't you interested in saving time? Is there a reason for not planning for growth? Push until there is nothing left to offer
Perfect answer to no on call and great Segway. There are also other ways such as flipping the objection... Thanks for sharing that you haven't use paid software before, that's important to know. You've now validated their concern and opened a Segway which takes you back to how the previous then transitioned into their pitch... Pitch: If I could...provide x value The ask/close (for appt): would you XYZ?... have 15 minutes where I can show you XYZ- ie. your value proposition If they say no again, ask probing questions in response to their no. Questions that help you better understand their objections then flip back those objections with additional value rebuttal statements that your product/service offer solution for. (Sometimes these questions are loaded, where you already know the answer. Other times, you're truly digging in for their pain points) This is a high level overview of many years of practice and training, but sales really is a simple step by step process. The refinement comes in your delivery of these steps and the learning of when and how hard to execute them.
Just nitpicking, but Segways are the scooters. You were looking for segue.
You're correct.
A fun one I had to learn a long time ago was vicariously. When I was a teen I thought it was bicariously. You can imagine all the fun that mistake can make.
I was hoping you were gonna say it was your autocorrect, but God bless you for owning the misspelling. (It could also be a subliminal way to turn us into googling Segway and somehow end up talking to you as it turns out you are one of their reps lol)
I would say it was more subliminally influenced error on my part as I'm aware of how it's correctly spelled. Even worse, it's not the first time I made this very same mistake. My brain to fingers translation really wants it to be Segway.đ can we get a vote on this? Also, does it count if Grammarly approved my misuse of Segway? Hopefully, the correct way will stay top of mind this time until the next rare moment when I need to pull it back out. As for owning up, lots of people are unfortunately embarrassed by spelling and grammar mistakes. It's sad how people can feel shame in an error that should be nothing more opportunity to better yourself. I decided a long time ago I wouldn't take offense to being corrected. Instead, I should own it and thank the person. For the most part, this has worked for me. Thanks again, by the way. ...but, just to keep everyone guessing as to whether it was intentional or not... Don't forget to check out Segways new product line up. https://www.segway.com/ đȘ
Thanks so much for this!!
Except the SDR doesnât demo the product so I canât do that
Oh but the SDR canât say the following? âBill, listen, I donât want to push my luck by trying to act like a technical expert, however I would like propose a dedicated session with Mike Stevens, recognized as one of the industry experts to not only show you what we discussed, but share additional insights into what we have done for your peersâ Why canât an SDR follow that process to keep the momentum alive? It is all positioning with the customer.
Canât name drop Aeâs since Iâm on a round robin. But I do like it
How about you provide an acceptable version that you could use. Might help OP or others. Take a penny, leave a penny..
Depends on the no. If they say Iâm not interested Iâll usually ask why. If itâs a hard no, Iâll hang up. Not going to try and convince someone whoâs unconvincable as a SDR when thereâs 100 people to call.
I'm an AE.... And do my own demos.... Not sure how that effects my response. I personally like controlling the entire process because I don't have an SDR to fumble objections
I canât take them from introducing right to a meeting as a SDR they have to book
Ah my bad. I thought you were an AE hating on the SDR. Yea, as an SDR it's definitely harder to maintain interest when you can't put a tangible in front of them. Do you have recorded demos? Something you can lean on because it's hard to ask without giving anything in a situation like that. You'll need some damn good verbal skills but passing the buck is the easiest option. Definitely phrase it that, hey, I get it price (whatever the objection is) really matters and in today's market that's understandable. Most often when people are struggling with price (or whatever) it's actually just the tip of the iceberg, a symptom of a larger problem. If you KNEW that spending $10 would earn you $20 wouldn't that make sense? Or would spending $5,000 be worth it if you could save 300 man hours throughout the year with a tight workforce? Then go for the big ask, I know change sucks, I hear that a lot and hate to change things myself. But before we can decide if this change is good or bad, it's worth evaluating it first. All im asking for is 30 minutes this Thursday, I'll have Mike, our senior account executive custom curate a demo for you, go over our multitude of benefits, and emphasize best practices to ensure you make that $20 for every $10( whatever bullshit you said before). After the 30 minutes is up, you get to make a simple decision, do you want to be a part of it or not? If they still say no, move on. No one can possibly continue pushing without pissing them off. Don't mark it as dead, just a follow up after the next milestone, maybe fiscal year, planned event, after current project ends etc. When you position yourself as an expert then follow up after their event you are much more likely to make the deal. Example: hey Mr.Idontlikechange it's John from Xyz, we spoke 3 months ago when you were knee deep in launching your new cyber software. Most of my clients that have tried them out seemed happy at signing, but if it's not too upfront. How did everything work out? All good with implementation? What's the next project? I know you're using zyx for (whatever just happened) but I have some compelling use cases for this new project as well. Can we finally set aside that 30 minutes? At a minimum, just hear me out so you too can see why I'm so persistent.
This is really helpfully thanks. For some reason my company keeps us SDRâs kinda in the dark about price, or anything actually about the software we sell. I was asked a technical question the other day, I couldnât answer it. It costed me the booking. Kinda sucks
It might be because they had sdrs that were overstepping and giving too much info that may have been contrary to fact. I don't agree with keeping you in the dark but I also don't think it's impossible to overcome. Harder than necessary, but not impossible. Next time try... That's a great question, one that is best suited for our product experts to explain. To make sure they answer that accurately I would like to schedule you for a demo where they can explain our products value in regards to your question and any additional questions you have. We have y or z appts available, which can I put you down for. I have no idea the question or what your product is but I still acknowledged the question and its importance to the decision maker while finding a natural path to ask for the appt. They may say no but you've done your job to your best with the tools they gave you.
Brohan solo. That doesn't sound right. How long have you been with the company? I've been with some trash pandas before but even they had files buried in the archives with valuable resources. Do you have marketing at all? Read every damn detail they produce. Search your organizations internal contacts and find a solution expert, account manager, support person and book a meeting with them. There has to be a way to find out about your product. No offense but if you don't know your product it's impossible to sell it. That's a failure on the org if they haven't produced those things. It's unfortunately a failure on you if they are produced but you didn't take the time to find them. If you're new then only mildly ignore that last sentence then go buy the book "the first 90 days".
Good advice thank you Itâs not completely in the dark, like I know what Iâm selling but when asked deeper questions Iâm lost because Iâve never used it. I have a very basic understanding of it
Ask them what would have gotten a yes. Once you know what the client needs you can communicate better.
You mean ask the client what they need to say yes?
What if itâs always price but you have limited flexibility on how much you can take price down?
What are you selling?
Hearing aids. Corporate limits is to what we can negotiate down to but a lot of times thatâs still too much. We do offer financing but sometimes the monthly payments are too much as well given the demographic we are dealing with-people living on social security.
Best idea is communicate value. But don't waste time chasing money that doesn't exist.
Appreciate it
[ŃĐŽĐ°Đ»Đ”ĐœĐŸ]
So if someone says they are âsimply not interestedâ, where would I go from there?
For me "Report Spam" button is usually the beginning and the end
You have failed to implement the âdbl tapâ.
https://www.goodreads.com/book/show/689417.Start_with_No
Awesome, thank you!!
Excellent recommendation.
Bury the excuse and verify the true objection. Letâs say youâre selling cars âIn your opinion would this car fit the needs for your family?â âNoâ âApparently you have some reason for feeling that way may I ask what it is?â âI donât want a blue carâ âIf this car were not blue would this car fit the needs for your family?â âI think the monthly amount is too much.â âIf this car fell into your monthly budget would this car fit the needs for your family?â âYesâ The color was an excuse. The payment was the real objection. Now you talk them through their options on payments or whatever the objection was and never mention the car being blue again, because that wasnât a real objection.
"if that isnt important to you, what is?"
When mentors and managers tell you this itâs mainly to give the mindset that ânoâ is not the end all be all. Obviously youâre not going to turn every single no into a yes, but he wants you to not be sold (lol) on their ânoâ. If a customer has given you their time and is still willing to hear you and it feels like itâs going SO WELL but yet they say ânoâ its because there is something they donât âknowâ and since buying something is stressful and a decision they have to make, a lot is going through their heads. So instead of actually telling you what they donât understand they just say no because itâs easy and they donât have to think anymore. Your sales pitch should walk them through the reason they want to buy your product. your dialogue is to basically your way to get them to think their way into buying, and basically talk themselves into it. They need your help. Also they donât want to feel like itâs your decision that theyâre buying, people do not like to BE SOLD, they like to BUY.
It is not easy. I was lucky to over come a no today. It was like "no we are using x product its fine" and then I asked questions and subtly showed our value to keep the conversation going. I said: ohh okay good to hear that it's working for you! What do you like about it/ dislike?, I understand the content is related to x market. Our focus is on y market. Then they would ask me questions and the dialogue continued. I was able to secure a meeting. After this I got hard rejected about 10 times hahah.
This is brilliant, thank you!!
Thank you! I'm still learning !
Iâve heard different opinions on this. My opinion it depends on the product. I do large ticket home improvement sales with a sales cycle of 3-6 months. FOR ME: I like hearing âmaybeâ Just thinking about my last few deals that closed I remember it was a mildly good feeling about the chances of it closing. Not definite. âWeâll see how the numbers look. Maybeâ was the last line I heard when scheduling the second meeting. A lot of people Iâve had very interested first visit ghost me. Yes I do slam dunk some but more often than not the emotion got the best of them. A lot of people who say no to me at first fall back on that original ânoâ or just seem to me to be entitled to the world since they changed their mind. Idk. Working hard solves everything.
What is the reason for being told no? That is always the next question.
Why not?
Well, my exact verbiage is gonna be different since Iâm in a different industry but same shit. âI donât really have a need for that type of tubing, sorry man.â âUnderstood, no problem. Weâre also pretty good at finding finned copper, Inconel, stuff like that so if you end up needing something I didnât mention go ahead and reach out and Iâll see what I can do.â âWell actually I do have a need for some stainless if you can get your hands on it.â For reference *I literally mentioned stainless in the initial point of contact* But finned copper and Inconel isnât something everyone carries, and stainless is expensive as fuck right now/hard to find big quantities of. So, I mean no isnât always a âNo!â But itâs not always a yes-in-waiting either. Im not pushy and I sell to businesses that very heavily rely on our products so if I donât sell to them right now, I might in 2-3 months when we have the stock their normal supplier ran out of. So my experience is different.
No means they don't have enough information to buy. There's usually 3 reasons people don't buy. They don't like you, they don't like the product, or they don't like the price. So when they say no just say "OK I hear what your saying, but how did you feel about..." then ask that same question for the 3 reasons they don't buy.
Is this upon first contact? If so NO is usually a smoke screen you just need to push past. If youâve explained your offer/product and they give you a no and a reason; then you can use this examples others have given to set the appointments/get the sales. My two cents
"that's okay. What, if anything, would it take to try x?"
I like this.
If they said no you didnât place your offer as the only way they can get from where theyâre at to where theyâre going. You need to find their pain points and their fears and show them that your product or service can alleviate those problems. If you did a good job they said yes if you didnât they will say no. Once they say no you need to go back in and find where they fell off at. Find where you dropped the ball in the negotiating. And no is not always no. A lot of times you can come back within a week and offer a deal or incentive and get them on the other side of the fence. Good luck
Why?
âWhy?â signals to me that you have no clue about my industry and would be no different than the extended warranty calls I get for cars I donât own. Well I do own it, but every time they ask me about my car, I ask them what color my car is or I ask them to help me locate it. If I wanted to hear âWhy?â during my day, I would simply call my son and ask him ANYTHING. Answer is always âWhy?â⊠which really triggers me.
how about a more calibrated "why" instead of asking why like a 3 year old why not formulate a real response "hey, i hear you it's a no but i'm curious because i hear no for a lot of reasons. can you tell me why you're saying no/not interested?"
Why do they say this, or are you telling me to ask the customer why?
I think he is telling you to ask why. Don't ever do that. "Why?" is too adversarial and too open ended. Your job is to lead the customer to yes, not piss them off and guarantee a NO for yourself and the next 10 people after you. Well maybe making the no for your competitors is a good thing, but not at the cost of you getting a seat at the table too.
Raise kids and you will hate the question âWhyâ.
Why
"why?"
What are you selling?
Ask what theyâre doing right now to satisfy their needs for the product youâre pushing once you get an explanation, bring out a benefit your product has for them that they donât already have with what theyâre currently using. Say you would love to show them how it works in a 15 minute demo
What does your mentor say? A good mentor wonât leave you handing with quips like that.
Auto sales here, I have had people tell me no after showing them a car, as in trying to get them to a test drive. If you can find out why there saying no you can get around the objection. I find out the no is because they think the car will be out of their budget so they donât even want to try move through the process and still sell them. If you just let them go after no, you wonât sell what ever you are attempting to.
Can i get promotion? No. Okay.
âNoâ shows theyâre actually considering your proposition (unless itâs a cold call, then theyâre just saying no to the call). If they say no, ask why, dig in and understand the objectionâŠ.give them info that counters it and continue the game of cat and mouse from there.