Every sales person has had a prospect say, “No” to a product, service or solution. During a teleseminar I conducted last week, my guest expert (Tim Breithaupt) suggested that you question whether your prospect or customer means “no” or “know”.
The first version (no) means they are not prepared to move forward for one reason or another. The second version (know) means that the prospect simply needs to KNOW more information. The key is to understand the difference. Here’s how you can do that.
When the prospect says, “No” respond by saying, “No problem. Tell me, what barriers are preventing you from moving forward?” Then sit back and wait for their response. In many cases, you will find that they haven’t made the connection between how your product will help them solve a problem, the key benefits they will derive from using your product, or in some cases, they need more information about your product. In those situations, you can take a few moments to expand on your presentation and demonstrate the value of your product, service or solution.
The next time a prospect says “No” find out if they mean “No” or “Know.” It could mean the difference between a sale or a “no”-sale.
Kelley Robertson helps sales professionals and businesses discover new techniques to improve their sales and profits. Receive a FREE copy of 100 Ways to Increase Your Sales by subscribing to his free newsletter available at www.Fearless-Selling.ca. For information on his programs contact him at 905-633-7750 or by email.
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