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Why “No” can be good news for sales professionals

As I sit down to write this blog, I have been motivated by Toby, the dog. He has inspired the title of this blog, effortlessly. It’s about time for him to go out for a walk and although I am perched at my laptop in typing mode, he is having none of it. His constant whining has lead me to think of those times when a cheeky salesperson has been after my attention, and how, more to the point, he or she has engaged me!

How to provoke a response

The worst thing a salesperson can hear from a client is not “no!”. Believe it or not, the worst thing is “maybe” or “let me think about it!”. These words strike terror into the heart of many a would be salesperson. Without the knowledge and experience of a seasoned sales professional, you might think your potential customer is being honest, in actual fact, they are only being courteous.

My old sales manager used to say to me “buyers are liars”. I know this is not very politically correct and sounds tough, hard, and crude in the 21st century, but every professional sales person knows this to be true. They don’t intend to lie but the truth may embarrass them, they may have been brought up to be well mannered and polite. Therefore, if you aren’t giving them the opportunity to say “No” then you aren’t doing your job properly and you could find yourself waiting for that phone call or email for a very long time.

A “No“ let’s you know its time to go!

If you are new to the sales arena, save yourself a lot of time by making sure that you provoke a definitive decision from your customer, don’t settle for a maybe. By doing this you are able to set your diary and get on with the game. Here is a typical example:

The potential customer says that they want to think about it? You then offer them your product for free! And extend your hand forwards, as if to shake on the deal…If they go for your hand pull it back quickly and say, “So, you can make a decision” with a grin on your face, then ask in a teasing manner “What do I have to do or say that can allow you to make another good decision then, now?”

For the grammar Nazi’s, that last sentence may seem a bit weird and it is, because, it’s written with a mind-bend, a dash of persuasion and hypnotic license.

If you want to pick up a few more hypnotic selling tools then be at the North East Expo http://www.matthudson.com/events/north-east-expo/ next week where I will teach you more about unconsciously influencing the sale. But for now Toby has managed to provoke me into saying, “Yes!” So, now I am off out with the dog. Selling it’s all about provocation…

This was posted in Bdaily's Members' News section by Matt Hudson .