Thoughtful Thursdays – Get used to hearing “No”
If you are in a sales function, there is little doubt that you are going to hear “no” more often than “yes”. As today’s title suggests, you had better get used to hearing it.
But do not get used to is accepting it as the final word. You can also take steps to minimize the frequency of encountering a negative response.Because your crack marketing team has correctly identified the target market most likely to want to business with you, right off the bat you have reduced the chances of encountering “no” purely for reasons of a lack of need.
Another way to reduce the frequency of hearing the n-word is to conduct research about your prospects before contacting them. By knowing about their industry, their business, their customers and their customers’ customers you will be able to speak more knowledgeably. The operative word is “their”. It is not about your business, it is all about theirs.
A word about not accepting “no’ as the final word. This does not mean you don’t believe your ears and challenge your prospect. It means that you want to find out, if possible, why there interest does not exist, because your market research has indicated that there should be a high probability of an interest existing. If your research has lead you astray, you need to know. It is at that point where the prospect can help you.
There are any number of very good reasons why an objection can come up, and it can happen at any time in the sales process. The most successful sales people with use the opportunity to learn more rather than accept it.Remember to celebrate the wins, but are not going to win them all. Learn from the “no” and transfer that knowledge to help improve your sales performance.
Good selling,
Richard
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