Many fresher’s hate the Job of sale and many keep cribbing through their lives, causing grief and challenge just because they are not able to deal with the word NO.
NO doesn’t mean just one thing – but multiple things. For example, when any in-shop promoter rushes to greet customers with, “May I help you?” You know what the potential customer says, right?
“NO….I’m just looking.” Or “ NO…. thank you”
We know this because we have given that response or at least heard it given by others, many times. EVEN when we want to buy something. But we want to buy on our own terms. We’ll be the judge as to when the seller should engage with us. It’s not much different in the B2B world. What is interesting to me is in how quickly a seller will move on if their prospective buyer gives them a NO.
No Means Many Things in Sales
- This is not a good time to talk
- I’m not sure
- I don’t think there is enough return-on-investment
- I need to check with other family members
- Not Interested
A NO can mean NO – but often it is just a quick way to get you to move on.
So How Do You Know Which NO The Consumer Means?
You Ask questions
Bang On !! But what is important is to Get into their shoes, wonder why they are doing things that way, and at this time. Use real inquisitiveness, to lead your conversation rather than some set of targeted questions. Not to forget NO doesn’t means Never
Benefits of Hearing NO
- Set an action Plan – When you get a sincere NO from a prospective client it means that there is not a near-term buying opportunity, then you can set a next action with that potential buyer, put it in your reminder list / CRM, and move on and focus on other possible YES buyers who are ready and interested in talking with you.
- Gives Power – When you hear a lot of NOs over the years, you diffuse the power of the NO in your own brain. That is where the power lies. Remember that you bring your own meaning to the words in your head. NO becomes a comment, not a powerful sling shot.
Hope we know NO better now? How can you EMBRACE a NO, and ask your potential buyer one or two more questions that could open up a different route to success or a different timeline or a different next point of contact? Try it today – and let me know how it works for you. Know NO!