This unanticipated objection is one that follows a series of positive responses leading you to believe that the order is imminent and then the customer changes their mind.<\/p>\n
Today’s thought is about responding to “yes, yes, yes, yes, no.”<\/p>\n
The immediate reaction is to start to make the sale again by reinforce\u00a0 the benefits and value. My thought is that you do not have to do this, as it has been done successfully already. That is substantiated by the series of preceding yes’.<\/p>\n
The challenge is to find out what happened in the time between receiving the lase “yes” and the latest “no.” Something changed and as a professional sales person it is your responsibility\u00a0and to you benefit to know what is was. This kind of “no” does not mean “would you please tell me again.”<\/p>\n
Here are a few suggestions to consider when presented with this situation.<\/p>\n
The no\u00a0is not likely based on price at this point, resist the temptation to bring it into the conversation. If there are other stakeholders in the decision making process, you might have to help your contact close the internal sale. This does not necessarily mean doing it for them, but coaching them through the process.<\/p>\n
Good selling,
\nRichard<\/p>\n
Please share Thoughtful Thursdays posts with people you feel may find the topic interesting and helpful.<\/p>\n","protected":false},"excerpt":{"rendered":"
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