Moving the needle to No

This past week we had a guest speaker named Dave Starcher from keystone ridge designs. Dave brought a lot of good wisdom but one of the things that stuck out the most to me was his idea have pushing people to no in a sales situation is sometimes the best option for you and for them. He gave us some examples of selling situations where the seller the just gives the potential customer an overload of information about the product. He told us that this tactic does not always work the way that we think it might. If we suspect that a prospect is starting to lean more towards a no, information bombing them is not what is going to get us the yes from them. Sometimes it is more beneficial to push them towards a no than to pull them towards a yes. What this means is that we can say things like “it seems like this might be a good time to close the file on this”. Statements like this can go one of two ways. The first is that the client will agree with you and they will want to move on. In this situation you are helping the customer because you are trying to direct them in a direction that they can get there need yet. The way that statement can go is that the client can say wait a second. The customer may want to take some time to rethink your offer or the numbers that you provided them because they don’t actually want to say no to you but they really were just trying to get a better price. When you push the customer towards a No they may be more inclined to reconsider the things that you have already said which could get you their business.