05 Mar Forbes: When ‘No’ Is A Good Thing In Sales
From your toddler, the word “no” is infuriating. And you might think it’s just as irritating when coming from a sales prospect. According to Mike Lockert, EVP of Sales at Simplus, it’s actually the opposite.
In his latest piece on Forbes, Mike shows how “no” in a business discussion can actually be a good thing for building the relationship and eventually getting to “yes”—even from your most temperamental prospects. Additionally, Mike discusses when it’s a good idea for you as the sales rep to back up and be the one saying “no.” Check out the highlights here or read the full article on Forbes!
When The Client Says “No”
1. Ask as many relevant questions as possible.
“Questions are key to getting to “no” fast,” says Lockert. “Be sure to ask lots of discovery questions, especially open-ended ones, and listen to what the answers are.”
2. Rinse and repeat for more information.
“As you keep digging and find out more about the customer, you’ll eventually start talking about their concerns,” says Lockert. “This is the next level of discovery with your customer. You want them to start sharing the concerns they have about you.”
3. Listen for cues and take rejection as a chance to course correct.
“When a customer is backing off, you can usually tell,” says Lockert. “Pay attention to both body language and verbal cues that seem to say “I don’t want to go that direction.””
When You Say “No” To The Client
1. When they’re asking too much.
“Many sales reps are scared of saying that word for fear they’ll hurt their relationship with a potential customer,” says Lockert. “But the problem is that if you always say “yes,” the client will keep asking for more.”
2. When you know too much.
“Sometimes, when you’ve asked lots of discovery questions, you understand the customer more than they understand themselves — and that might mean you realize they’re not a good customer match for you,” says Lockert.
Follow Mike Lockert’s blog on Forbes to get more tips managing the sales cycle with ease!