Get to the NO! Sales begin at the NO.
9
Why to say “NO” to your customers! How Saying NO Wins More Deals in Sales! Presented by www.topsalescourse.com as part of a larger series of training modules designed for sales executives looking for an edge!
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Transcript of Get to the NO! Sales begin at the NO.
Why to say “NO” to your
customers!
How Saying NO Wins More Deals in
Sales!
Presented by www.topsalescourse.com as part of a larger series of training modules designed for sales executives looking for an edge!
4 Reasons to say NO
Get to the problem quicker
Customer is off track
Develops trust and respect
Sets expectation
s
Why?Pain is uncovered quickerIt forces the customer to thinkNo alters the conversation path
What’s NO to a customer?Caught off guard, which is good
More engaged in conversation
Want to know why you said it
Say NO To Get To The Problem QUICKER
Why NO Brings Customer Back
Customers can get off track
They don’t know what they want
They need your help directing their thoughts
Work with them, point out the direction they should go
Help lead them by saying NO more often
When we’re young we hear NO more than yes because it defines boundaries
we need .
The NO Cycle
Respect
NO
WHY NOT?
Understanding Of the NO
Trust
Trust and Respect
Build NO into dialogue
When you are a ‘YES’ man, it takes away from the credibility of your message.
You lose respect when you can’t say no, you are not seen as a peer or advisor but merely as the doorman
In the eyes of your customer, your solution is not trustworthy if all you say is yes. They WILL be skeptical
Setting Expectations Early
Build expectations into how you sell early.
Show value early and often, help them look forward to engaging with you
Being honest about what you can and can’t do is key to your sales process
Do not mislead, if something cannot be done say NO
If price is all they want to hear from you, say NO
Build value, if you want more on price objections, let me know after this training….
The No Funnel
YES on overall Sale
NO on unrealistic demands
NO on Price erosion
NO on crazy product requests
Say NO when it makes sense.
Working through the sales cycle should be a give and take.
Build your respect and trust by helping the customer see what is best for them.
Price is related to your value proposition.
Build enough value and you should not have as hard of a time protecting your price from discounting.
What is the End Result?
You have the respect of your customer
You solved a problem and the customer knows what they’re getting
Your boss trusts you to make prudent decisions on your own
Your customer trusts you (Can you say referrals!)
You get the sale more often than not
You have the right customers
You make more money!
www.topsalescourse.comIf you would like to learn more or get more free resources please visit our site or sign up for our newsletter.
