My fifteen-month-old granddaughter is absolutely spoiled! In trying to protect my son from her sporadically hitting him in the face, as well as be a helpful grandmother, it may have been the first time she heard the word, “No.”
Have you heard no anywhere along the sales cycle? No may actually be better feedback than something like, “Maybe.” If you know you have a dismissal, then it is easier to work toward greater understanding or even acceptance. If it really is no, after some exploration, it unhooks your energy and you can move on.
As I spoke “No,” I took Ruby’s hand and she turned to look at me with a questioning look on her face. It was as if she was asking me, “I’m having a difficult time understanding what you mean.”
What is your reaction when a prospect tells you no? Have you ever noted your response? Is it defensive, offensive or curious like Ruby was when I said no? Being curious is probably one of the best responses to help move away from no and get possibly closer to a yes.
She then looked her dad in the eyes. He was telling me it might be too early in her life for the word no! When she glanced back at me, I was speaking a foreign adult language, claiming hitting was just disrespectful. At that point, this sweet little girl slapped him again!
If you address a client’s objection, do you speak their language to facilitate clear communications? Do you help them to more clearly state their concern or even where you may have misunderstood their questions?
One more time with no, holding her hand in mine and I offered a crying, hurting sound instead of words with explanations. “Why not give your daddy a kiss?” I asked. This time, she let out a big sigh, a sad look and a gentle reach for her dad.
Many times a client cannot make a decision because information is not understood, it’s missing or it might be incomplete! Hear the word “no” as if it is your invitation to acknowledge being curious to find out what needs to be more clearly explained in the customer’s language. Then restate whatever it is that the customer did not have full information about. You'll either have greater understanding, or acceptance or you can move on.
Click here ( www.prostrategies.com ) if you are interested in discovering how effective your sales skills are for sales results, with a free online assessment.
Sales Rejection - Is it Final? - To learn more about this author, visit Patricia Weber's Website.
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