A “yes” is what all salesmen are hoping for by the end of a sales call, to close the deal. It can often be a hard-fought battle to win over a prospect to become a loyal client. In our course Sales in the Startup, we discussed a technique that seems counter to working towards a “yes” from a prospect or client. This technique is called “going for the no,” if we are trying so hard to get our prospects and clients to agree with us looking for a no instead of a yes hardly seems logical.<\/p>\n
Going for the no, however, can be a beneficial tool in advancing the conversation and even possibly closing the deal. This technique is helpful when a prospect doesn’t seem to be giving a clear answer or seems to be going back and forth on their decision. By asking, “so is that a no?” the prospect is forced to make sense of their thought process to give a more definitive answer. These answers could range from being a yes, no, or not wanting to make a decision but now you have a much clearer idea of where the prospect is at in the decision-making process, from here, you can address the questions that are causing their uncertainty.<\/p>\n
One of the benefits of this technique is that it is disarming, and open, and shows that you are willing to hear a no from the prospect. It is better to know that a prospect is not willing to do business with you than continually trying to figure out what their true feelings are.<\/p>\n","protected":false},"excerpt":{"rendered":"
A “yes” is what all salesmen are hoping for by the end of a sales call, to close the deal. It can often be a hard-fought battle to win over a prospect to become a loyal client. In our course Sales in the Startup, we discussed a technique that seems counter to working towards a […]<\/p>\n","protected":false},"author":3106,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[102,106,256,101,362,45,77,107,50,166,376,23,460,197,163],"tags":[],"class_list":["post-10211","post","type-post","status-publish","format-standard","hentry","category-attunement","category-buoyancy","category-businesssales","category-empathy","category-no-pressure-selling","category-non-sales-selling","category-prospecting","category-redemptive-entrepreneurhsip","category-relationship-selling","category-sales-experience","category-sales-growth","category-sales-process","category-sales-questions","category-salesmen","category-trust"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/10211","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/users\/3106"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=10211"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/10211\/revisions"}],"predecessor-version":[{"id":10212,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/10211\/revisions\/10212"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=10211"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=10211"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=10211"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}