Try to get the NO!

Sales can be an emotional roller coaster. Some of the best sales people I have met do not get overly emotional about it, and treat it like a numbers game. Then again passion is good, belief is good, and this cannot come across if you are are merely some semi-robotic sales machine. People need to believe you, and overall trust you, to buy from you. Because really that is what they are doing – trusting.

One tip I learned (from an older, wiser mentor with vast sales experience) was to try to get the no. Reverse psychology. It’s OK if you don’t buy. No really. It’s OK. A quick no is far better than a slow maybe (which is in fact a slow no). If they can’t say no, they are a yes. Don’t waste time with people who just want to please, string you along, and are never going to buy. Those that can’t say yes, but don’t say no either. They are still a no. They will suck the life out of you, and life’s too short.

That’s not to say you phone up or walk in with the express expectation that everyone will say ‘no’. You obviously would love everyone to say ‘yes’ (well, not everyone, not all business is good business), but really not everyone fits your product, and it might not be the right time for them. ‘No’ does not mean ‘never’, it just may mean ‘not now’. Not yet. So don’t be worried – always be closing, and if it’s a no, thank them for their time, follow up in a few weeks or months (don’t forget to do this, most don’t bother), and most importantly, ask them for 2 or 3 referrals. Now they have understood what you are selling, ask them for some people they know that might be interested. It’ll make them feel better for saying no. So you see it’s not a no at all, it’s a way to get in front of more people. Each strike out brings you closer to the next home run, as Babe Ruth famously said.

Don’t get embroiled in the treacle of ‘may be’ – deal in definitives, black or white, yes or no. Either way, make it snappy and move on. Like I say to my kids sometimes… sometimes the answer is NO!


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