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Go for the NO in sales

Written by: Paul McGouran

Article Overview: When you come out of a sales call - how do you know you have done you job properly? When you didn't get the sale was the customer not buying or did you not do your job properly. This may help.

Go for the NO in sales

Yes - that's what I said, why getting a NO is so important in sales.

If you don't get a sale, then you should get a qualified No. Why is this so important. Well let me ask you this, how many potential clients, who were going to think about, actually came back and bought? Not many I'll bet.

Some sales peolpe may consider a "think about It" as more positive than a no. Well let me tell you this, you haven't achieved anything with a think about it. You can only ask what it is you're going to think about? It can get a little bit confrontational. Once you get to a No, you can quite naturally ask why not. Then gives you close on the resolution of the objection, or at least find out that the product or service you are offering is not suitable.

Getting a "No" and and an answer to "why not" fairly early, can save you and your client a lot of time, stress and embarrasment. This could be very important, if you are going to visit the client again another time. You cannot get a No unless you have asked for the business. It is an indication that you have done your job properly.

Keep smiling - Keep selling.

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Article Tags: job, little bit, objection, time stress



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