The Misconception
Most people may think receiving a no is one of the worst things that could happen in a sales interaction, but it doesn’t have to be. You can take valuable information away and get closer to the next yes. Being confident and upfront will help to understand where the client is in the whole process.
Upfront Contract
Stating early on in a sales conversion that the prospect is totally fine to tell the seller that they aren’t the right fit is acceptable and a good idea. This takes a lot of the pressure away from saying no and increases the comfort between the two sides. Practicing the wording and getting the right tone will go a long way in the upfront contract. A couple of people decided to go with this route in class sales conversations, and it helped set the tone.
Reading the room and the ask
Reading the room can be a valuable skill when going for the No. Looking at a prospect’s facial expression and body language can tell you a lot about how they are feeling. If you’ve been talking for a while and sense hesitation after answering lingering questions, then it might be time to go for the ask. Going for no by saying, “So, is that a, no?” is an easy way to get an honest answer. They could respond by saying, “Yes, I don’t think this is a good fit,” or they could still be interested, and you then need to figure out what any uncovered pain is. Either way, you are getting to that next step in the sales process. Going for no is a great way to move on to the next sales opportunity, which is one step closer to a deal.
RMcIlwain