Attract the Right Job Or Clientele:
What Does No Mean to You?
You may be startled by the question, ‘what does no mean to you?’ New salespeople are quickly frustrated. They don’t realize that ‘no’ is usually the conversation starter. A few questions will provide the underlying thought and the exact meaning. Experienced salespeople smile when they reminisce about how they moved past the answer of ‘no!’
For entertainment, ask senior salespeople to share their favorite stories of how they overcame ‘no.’ And then ask them, ‘what does no mean to you?’
My Story
Before I entered the sales profession, I admired story-telling ability of salespeople in our social circle. At times, I would double over with laughter. I wondered how they became so talented in sharing stories and able to make them all up!
Upon entering the sales profession, I was astonished to realize no one could make up the stories. Some of the give and take between prospects and clients are mind-boggling! We never learn about these experiences in sales training. I soon learned that observation, listening, and asking questions are the key differentiators for successful salespeople.
‘No’ is the conversation starter, because no one knows upfront how you can improve their situation. Time is a valuable commodity. It’s easiest to pass judgment. We have no need and no interest is the common thread. Unless something unusual grabs the person’s attention, the opportunity fades away.
Thinking on our feet often saves the day and the sale. Toward the end of a first meeting, ask ‘why?’ Our job is to learn all of the reasons for the lack of interest. The more frequent answers include, timing, budget, lack of need, or, the business is in decline. The salesperson’s job is to uncover the specifics.
Giving up never accomplishes anything except for creating the need to interview for another job. Asking questions is the strategy that will direct us to a better path. Often, the timing is not right or processes behind the scenes are to be in place before proceeding.
If the issue is timing, ask the prospective client when they prefer to revisit the conversation. Indicate it will be helpful to know about their processes so that you have a better understanding. When the time arrives to move forward, you will be in a better position to assist.
Should the issue be budget, stop for a moment to give the topic some thought. Remind yourself of, what does no mean to you? The worst error is when salespeople leap on the ability to reduce the price. Often the price reduction isn’t the issue. Sadly, the salesperson loses out on a reasonable commission when it isn’t necessary. It is best to inquire whether the prospect’s funds can move from another department. Often the answer is yes, and the step is to work out a timeline for the followup.
Your Story: What Does No Mean To You?
If you are one who takes the answer of ‘no’ at face value, it’s time to re-think your response. There are so many possibilities as to why you hear ‘no.’ Your job is to uncover why one word is your prospect’s response. Have you been losing business by accepting ‘no?’ It’s time to assess what does no mean to you?
Consider using these types of responses: what does no mean to you
- Is your ‘no’ permanent or for a short while?
- I would like to know your reasoning for no so that I have a better understanding.
- Reframe the response.
An example of reframing the response is: ‘You need to align what is already in place to move forward. When do you recommend we reconnect to continue the conversation?’ The question is a followup to what your prospect is telling you. It is a perfect opportunity to set a new date to pick up the conversation and move forward.
Come to terms with, what does no mean to you? Taking the time to understand the objections thoroughly will guide you to the route of being welcome. The success rate is never 100% certain, but it is far better than 0%! Your time spent will prove to be well worthwhile.
For More Insights: Visit Elinor’s Amazon Author Page
“Communicate to Attract Interest”
Authentic Relationships Are Essential
Be A Story-Teller
As the CEO of Smooth Sale, after her near-death experience, Stutz adapted the motto,
“Believe, Become, Empower“
” Nice Girls DO Get the Sale is an International Best-Selling and Evergreen Book – among the classics;
HIRED! Helped many to secure the job they desired.
Related Blog Stories:
Sales Tips: What Does No Mean To You?
- Figure out what ‘no’ means to you
- Analyze how you typically respond to ‘no’
- Adjust habits as need be when objections arise
- Uncover all of the reasons for each ‘no’
- Attempt to reframe each objection to the prospect’s liking
- Ask what else needs to be in place to continue the conversation
- Request a timeline for potentially doing business
- Promptly followup and remind the person they asked that you do
- Before moving forward, ask your prospect what has changed since you last spoke
- Celebrate Success!
Today’s insights are provided to help you achieve the Smooth Sale!
RESOURCES FOR PERSONAL AND BUSINESS GROWTH:
Advisorpedia Publishes information to help advisors build their practice, and those interested in the markets choose investments and find inspiration.
BizCatalyst360 Presents a life, culture, and biz new media digest serving as a hub of creative expression and personal growth.
CatCat Build your future one skill at a time.
For Book Lovers Only For Book Lovers Only introduces you, the book lover, to new and exciting authors and works of fiction and non-fiction.
GetCiara Make remote your unfair advantage.
Greg Jenkins Consulting LLC – Helping organizations realize the value of diversity to build inclusive, evolving, high-performing cultures.
Growth Hackers – Helping businesses from all over the world grow with lead generation, growth marketing, conversion rate optimization, data analytics, user acquisition, retention, and sales.
Inclusion Allies Coalition “Everyone is welcome here.” Learn more to train teams, and join the advocacy program.
Internet Advisor Find the internet service right for you among 2083 internet providers across 36,380 cities, plus Cellphonedeal compiles great deals on phones, plans, and prepaids to furnish you with the best options in your area.
Kred Connect with top-rated influencers to learn from and grow your networks.
LinktoEXPERT “It is not who you know – it is who knows you and what your expertise can do for them plus understands the value of hiring you.”
Lotus Solution LLC Helps organizations create diversity and inclusion to ensure a fair and just work through customized consulting, training, and keynote speeches.
SalesPop! Purveyors of Prosperity; how to compete against yourself to excel in your career.
Simma Lieberman “The Inclusionist” helps develop inclusive leaders from the inside out to champion diversity and build equitable, inclusive cultures at every level.
Vunela Provides a unique opportunity to view Videos and read articles by World Leaders.
WebTalk is the one-stop platform To build your marketplace and grow social connections.
Women’s Information Network (WIN) An education-and-event-based Global Community of Women Helping Women Worldwide Live Their Best Lives through Celebration, Self-Improvement, and Service.
