As Sales professionals, hearing “No” is consistent and routine. We hear it about 90% of the time! However, It is very important to interpret the “No”…what made the prospect say it and was the “No” really a “No”? Knowing this is very important and most of us don’t make it a habit. Truth is they can change our perspective on Sales. Here are some tips to deal better with “No” and do something about it.
Remember, “No” does not always mean, “No, I am not interested”. It could mean “Not Now”:
From experience, I have seen this happen several times. There have been instances, where the prospect has a genuine requirement, the budget and even understands why they need you but the response has been negative. It is important to note whether the “No” meant an outright reject of your offerings. For all you know, the prospect may have had other things on his priority list. So, there is no harm in probing a little more, and continue to follow up every now and then. This way you are on the top of their list!
Ask questions, Important ones!
Asking questions is an art. As a sales person, one should believe in pushing their limits. On hearing a negative answer ask questions like- “Is there anything in specific that you are looking for?” “Is there any other way I can help you?” These may sound clichéd, but you will be surprised by the responses and the kind of information you get especially on their pain points and challenges.
Follow up, Don’t stalk!
Though we have our own styles of following up with a prospect, make sure you do not add them on social networking sites to get a conversation going. Some people may find it a bit aggravating. Emails and calls are still the best way to follow up but make sure it’s substantial. Ending an email with “Let me know if you have any questions” isn’t very polished. It’s very obvious that the prospect will get back if he/she has any questions. After all, your job is to answer their questions and cater to their needs!
Moving on is tough but is necessary. When you hear a “No” in your first meeting, you should be thankful they made the point clear and did not waste each other’s time. If you think that you’re the real deal and you made “that” first impressive impression, then rest assured, you would get a call back (of course when there is a need). At the end it is always advisable to thank them for their time and let them know that you will love an opportunity to work together in the future.
How do you tackle “Nos”? Share your experiences below!