When searching for a potential customer you may be having a sales conversation and realize that you actually don’t want to sell to this person for one reason or another. This can be problematic because they are the ones who are expecting to get what you are selling if they want it.
Customers often don’t realize that they are dealing with a trade. Both parties want to benefit from this deal and not have too many issues. For example, a company may be selling its services for cleaning to another company. They meet up to discuss the job and the cleaner realizes that the building that he is being told to clean is way worse than he was led to expect. He decides that he wants to opt out of the deal but how does he bring it up? Does he try to trick the other guy into thinking that he isn’t good for the job? Does he just say maybe he will consider it? Will the building owner realize that he isn’t the man for the job?
The best thing to do in Getting to NO is to just be outright. Ask them ‘so is that a no?’ or ‘so what I’m understanding is that this deal won’t work out for both of us’ or something of this matter. It is very important for you as the seller to fully understand that not every customer is the right customer and you should make sure that you do your best to get clear answers from them.
BoweryJE22
I believe you did a very nice job with this post. Saying no, in my opinion, may be the hardest thing to do in sales. You hear no all the time, but when you realize a buyer is not the right fit for you, that is tough. I really like the point you make about being outright. Being upfront and honest is all anyone can ever say for, it may sting a little at first, but overall they will get over it and understand where you are coming from.
I agree with Max saying no has to be on of the hardest things do in sales. You’re basically saying that you don’t want that persons money. I think that’s what makes it so difficult but as an ethical salesman your goal is to meet the customers needs and if you can’t do that then you have to let them know. The customer should respect that and not have any hard feelings toward you.
This is definitely a tricky topic to address in a sales conversation, especially if the “no” is particularly one-sided. I think it is best to address it in a straightforward and yet considerate way as you outline a bit in your article. It’s definitely not a pleasant part of sales but it is inevitable in some capacity, whether it is on your side of the conversation or a prospect’s.
Definitely agree with this, and I feel like I got a little taste of this during my sales conversation. When my prospect was taking control of the conversation, I should have considered just saying no and backing away. Instead, I continued to follow until I was practically giving everything away.
I like how this uses the no concept to also use Sandler rule 16 never ask for the order make your prospect give up. Buy asking for the no you put the ball in their court in a way they are not expecting and it can throw a client into choksing holding onto the conversation before the let go