Sales Training – The power of no and how to use it

Posted on February 18, 2009 by Karl Goldfield.
Categories: Sales Training.

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Yes we can, yes we can, yes we can. Sounds just plain awesome does it not. How can you lose with such a credo and mantra? Well if you are in sales you can lose and lose big. Sales people that say yes to their prospects instinctively end up in trouble. They lose credibility quickly if they say yes too often, and credibility is essential to build relationships and win sales.

There are two parts to this:

When facing a question that you can not answer, start with “I do not know, but I will find out.” Once you find out and the answer is no, then just say it, say no. Do not dance around the subject. If it is a feature you do not have, the you do not have it. Do not make half hearted offers of it coming soon. If it is make or break, that is fine, at least you know you can move on. This will build credibility that you cannot get in any other way. More often that not it is not make or break, and the prospect accepts this and buys anyway.
When you already know the answer is no, then just say no. If they ask for a discount you do not want to give, then say no. If they want you to ass extra time that is not going to fly with management, then say no. If they want it in a color you do not have, or shipped before you can get it there, NO NO NO. Again, this may cost you a deal, but guess what…lying about it or fudging the no into a yes loses you the deal and your reputation.

Stick to your No guns and see what happens; I did and the number of sales I received increased dramatically. Why? Because finding a yes where there is not one takes lot of time and usually backfires. Saying no takes 2 seconds and you either make a sale or move on to the next opportunity. It is as simple as N. O.!

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3 comments.

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Trackback on February 18th, 2009.

Sales Training – The power of no and how to use it | sales training blog – startup sales mentor…

This post is about the poser of saying No in the sales cycle…

Adam

Comment on February 19th, 2009.

The power of No works in both directions. Of course, I prefer a prospect to say Yes. But, I;ll take a No, also. At least, then I know to move on. It’s the Maybe that kills me.

-Adam

UK job search

Comment on June 20th, 2009.

In sales, you should always try to please the prospective customer with a “yes” answer, but you shouldn’t say it if you can’t do it, other wise it could tie you down and loose your credibility.

If you can’t do it or give it, then just give a straight forward “no” answer, but also
“give your customer a reason” as to why. Sure, the “no” answer “may” loose you the sale but it will create “credibility”, show “honesty” and could build a relationship that would win future sales.