One way to manage a sales process is through the use of “upfront contracts” an upfront contract is a “verbal agreement that sets expectations and wards off unexpected surprises.” One strategy is to “go for no.” This does not mean that you are giving up on a sale, but it means that you recognize that not all conversations end in a sale. Being open to the client about this by giving them permission to say no, at the very start of a conversation leads to a less hostile environment. For example, at the very beginning of a conversation, you may say “I want you to know that it’s okay to say no after you hear what I have to offer.” This causes the client to feel more relaxed, by knowing that you will not try to force a product or service upon them. Additionally, when you ask later on in the conversation, “so, is that a no?” it does not come as a surprise to them.
Another strategy when setting an appointment is to “agree on the basics of the meeting, including the time duration.” Verifying your intentions, and the length of the meeting will generate transparency. Transparency establishes trust, which is important for creating long-term sales partners. Upfront contracts also “serve to remove both fear and red herrings.”
Lastly, it is extremely important to read your customer. For instance, if a customer says “I’ll think about it,” 9/10 times this is a polite way of saying no. Before you waste both their time and your own time, be forward and ask them what they mean by that. If they need more information, give it to them, if they need time, allow them to have it; but in the end, if they don’t want to make a purchase, let them feel comfortable enough to deny your offer.
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Going for the no is something that more salespeople should take into consideration. Not every person we will run into is going to end in a sale. What you are selling is just not for everyone; it might not even be for the majority of people but instead a niche group. Regardless, it is important to remember that we want to make sure that both parties are satisfied at the end of a sales situation and sometimes that no is the best thing for both parties.