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Increase Sales Coaching Tip: Understand How the Nos Get You Closer to the Yesses



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How to Craft an Engaging Message That Highlights What You Do to Increase Sales - By Leanne Hoagland-Smith

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Simply speaking by flushing out all of the nos makes getting the final yes a lot easier. Just think for a moment of nos, as some might say, as trial closes. These nos help you to overcome stalls and objections during the buying/selling process.

What separates truly successful sales people from the not so successful ones (beyond a proven sales process) is when to look for these nos.

Some sales experts or sales gurus might suggest that the Nos come after the fact finding when you are presenting your case to the client. This is not a bad place, but at this stage, it truly forces the sales person to work harder not smarter.

Consider for a moment to uncover the Nos during the fact finding stage if not earlier. As you ask your discovery questions, you begin to link the need to the “what ifs” of leadership, customers, finances and the ability to grow.

Fact finding is to widen the gap between what the client wants and what happens if the client doesn’t find a solution. For example, the client wants to increase sales by 25%. You ask "What if this happens? For example, you continue, "What is the impact of your ability to grow?" Then you turn it around and ask “What if you fail to increase sales by 25% specific to your ability to grow?”

No questions are in many cases not “No” as a No in a reply, but rather obstacles that keep the client from saying Yes. Your ability to uncover all the Nos during fact finding will make presenting your case far easier. And ultimately, achieve your goal to increase sales because you have truly earned the sale and did not close the sale.


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Home > Business-Coach > Leanne Hoagland-Smith > Increase Sales Coaching Tip Understand How the Nos Get You Closer to the Yesses >

Free PDF Download
How to Craft an Engaging Message That Highlights What You Do to Increase Sales - By Leanne Hoagland-Smith

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About the Author: Leanne Hoagland-Smith

RSS for Leanne's articles - Visit Leanne's website
Executive consultant, sales coach and speaker, Leanne Hoagland-Smith, partners with innovative and crazy busy leaders who want to dramatically improve their team results. What this looks like differs for each firm and why a free strategy session is offered just by calling 219.759.5601 CDT USA to have a conversation about the results you are seeking. If you prefer you can forward a request to coach@processspecialist.com

Her book, Be the Red Jacket is a no-nonsense and quick read to help discover potential gaps that may be keeping you from your goal to increase sales. The forward is by Evan Carmichael of EvanCarmichael.com

Remember if you think you cannot or you think you can either way you are right. (Henry Ford). Sales Coaching Tip:  Change your thoughts; improve your results.
Click here to visit Leanne's website.
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