Last week we talked about what to do when a prospect says “no.” We learned that you just give up, and walk away – you don’t want to push anything on them right? No! Not exactly.
When a person says no to you it is important to not give up. As a salesperson you are always pursuing 3 questions – Is this a good fit? Is this person willing to work with me? Could my efforts be more productive elsewhere? If the answer to either of the first 2 questions is yes, or the second no, reconsider walking away after a no.
I recently read an article that discussed 4 tips to bounce back from a rejection to make a sale.
1). Don’t get discouraged: There are numerous reasons why you might get a “no” in a sales situation. The timing wasn’t right, the buyer wasn’t listening or maybe you haven’t hit their pain point well enough. There is still a chance to close later. “A ‘no” is just a word waiting to be converted into a ‘yes.'”
2). Learn from your mistakes: You might have made a mistake in the selling process. Closely review what those might have been and don’t make those mistakes again!
3). Try another approach: It is up to you to find the right match between the product or service and the client. If you get a no, try a different angle! “Do you have any other offerings that might suit them better? Can you arrange a recommendation from a current customer whom your prospect respects?” Networking and research can uncover new approaches that might allow you to reintroduce your product or service.
4). Avoid the no. Don’t box the prospect in: If you feel rejection coming, adjust accordingly. Don’t keep travelling down the same road you are on. The article tells a story of one sales rep who, when she felt the sale was in jeopardy, she would say to the client, “You don’t have to decide now. Just think about it.” Then she moved on to another topic. This strategy takes the pressure off the prospect. Pay attention to body language use smart and soft questions to uncover the person’s position.
Remember – you aren’t there to force something on someone, evaluate first whether the no is actually a no, or if it just coming from a place of uncertainty from the wrong timing, miscommunication etc.
testacr22
Great article. Love that last point. When I was working for Sears I felt as if sometimes i tried to force merchandise on the customer. I had to step back, reevaluate myself and relax.
I loved your article. Even thought it is always important to never take no for an answer, it is also important to not be too pushy. It is never right to put pressure on your client. I loved the points you made in your blog post. They gave great insight into the correct way to handle the answer “no.”
I agree, it is important to always close things on a positive note. Even if that doesn’t mean closing a deal, if you leave the prospect with, at minimum, some good information, they will have a positive impression of you, and may consider reaching out to you again in the future.