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  • “No” leads to “Yes!”

    shutterstock_151134017Most professional salespeople freeze when they hear the word, “no”, let alone those seeking to advance their career or trying to build their entrepreneurship.  The next time you unexpectedly hear the word “no”, heed this age-old wisdom: “Stop, look, and listen” and then re-negotiate.

    Stop

    Quickly gain composure and strive to comprehend what was just said.  The sad part is most salespeople kill the sale themselves by becoming argumentative.  When you hear “no”, there are generally several reasons for that answer.

    – Not enough upfront research was completed regarding need, wants and desires of the client
    – Budget wasn’t asked upfront but was instead, “assumed”
    – Generic solutions were offered rather than a customized approach
    – The prospective client felt the sale was more important to the salesperson than truly being of service
    It is up to the person selling services or themself on an interview to figure out where the big question mark(s) remain.
    Look
    Take a 360-degree view of the situation.  Do you honestly believe you listened fully to what your prospect or hiring manager was telling you?  What is their face telling you right now?  Do they seem approachable to figure the situation out or do you need to move on?

    Listen

    Question and answer is always your best answer both on initial meetings all the ways through to the end of the sales cycle, referred to as “the close”.  Upon hearing “no”, return with “Why?”  Very often there is a miscommunication that needs to be ironed out.  Delve into what you might have misunderstood, left out, and ask for suggestions.  It’s quite possible further research needs to be done or the proposal revised.  When you operate in this manner, you will frequently be provided with a second opportunity to make it right and get to “Yes!”

    Renegotiate

    Before you offer alternative ideas, make certain all of the prospect’s ideas are listed in full.  Ask them to prioritize and then secure a targeted budget.  Ask what else needs to be in place for a decision in your favor.  Adhere to everything requested as best you can. Get a timeline for the revised proposal.  Returning with a renegotiated contract usually moves the “no” to “Yes!”

    Strategically Sell

    The best advice ever received was that one person doesn’t make the answer so. Therefore, when you are selling to a company of more than one person, ask in your first meeting, “who else will be involved in the decision making process?” Attempt to meet as many decision makers as possible, and then get them to agree to a “meeting of the minds”. The negative person may be persuaded or over-ruled by peers to move forward.

    Take the leadership position by directing the conversation so that you receive a consensus of what is needed, wanted and truly desired. Working in this manner will more frequently lead you to the Smooth Sale!

    Strive to Improve

    Observing the best, self educating and subscribing to programs fast tracks performance. For example, an improved profile on LinkedIn was observed, adapted and posted which received nice comments. Learn more by clicking this link. (http://learnaboutlinkedin.com/?ap_id=Elinor_Stutz )

    avatar

    Elinor Stutz, CEO of Smooth Sale, delivers inspirational keynotes at conferences and authored three books: The International Best-Selling book, “Nice Girls DO Get the Sale: Relationship Building That Gets Results”, and her second best-selling book, “HIRED!” stems from community service. Stutz' newest book, "The Wish: A 360 Business Development Process to Fuel Sales" provides readers with a comprehensive plan for building a global audience. Kred ranks Stutz as a Top 1% influencer; CEO World Magazine named Stutz as one of “The brightest sales minds to follow on Twitter”. She speaks and consults worldwide.

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