Years ago I was working with a pit bull of a salesman named Dan. He’d get his teeth into a potential client and he just wouldn’t let go until he almost choked them into submission – metaphorically speaking. His style was brash. In fact, you could see Dan the salesman coming a mile away – he was the classic salesman. But, despite our conflicting styles he produced and he produced well. I had to admire him and over time worked well with Dan because of the bottom line –he never saw a “No” as the end of a sale.
We all know that the word “No” is the last thing we want to hear during a sale opportunity. I often preach to start getting as many “yeses” as possible prior to the one that matters most. You want to get your customer used to agreeing with you and seeing your point of view. It makes them much more reasonable when the final approval is necessary. But what do you do when you get that dreaded road block – “No”?
To be truthful, it’s a challenge, but one that a well trained sales person can overcome. Now that I’ve said that, which part of that last sentence grabbed you? Was it “can overcome”? Or was it “a well trained salesman”? Hopefully, it was both but the well-trained will get you the “overcome”.
No – the objection most salesmen balk at is nothing more than an opportunity to help your customer see what they’ve yet to understand. If what you are selling is what is best for your customer, you are going to have to embrace the customer like a stubborn child who won't try a new food.
My seven year old daughter wouldn’t try green beans. She made up her mind without trying them. We all know that green beans are great for growing kids, yet she was stubbornly resisting my suggestions to try them. So to win the “yes” from her, I went back to where I had other “yeses” – step by step.
“You remember how you didn’t want to try mashed potatoes and then you liked them?”
“And do you remember how I suggested you try corn on the cob and now it’s one of your favorites?”
“And don’t I always suggest food to you that you end up liking?”
“So, when I tell you that you’ll like green beans – don’t you think you should at least try them?”
Your customer is just like a child, fearful of a mistake and often needing help to trust. Take your customer back to where you know you can get “yeses” and then slowly – in small bites that help gain trust while reminding them of their need for your product or service – bring them back to the final question and get that “YES”.
We all know that the word “No” is the last thing we want to hear during a sale opportunity. I often preach to start getting as many “yeses” as possible prior to the one that matters most. You want to get your customer used to agreeing with you and seeing your point of view. It makes them much more reasonable when the final approval is necessary. But what do you do when you get that dreaded road block – “No”?
To be truthful, it’s a challenge, but one that a well trained sales person can overcome. Now that I’ve said that, which part of that last sentence grabbed you? Was it “can overcome”? Or was it “a well trained salesman”? Hopefully, it was both but the well-trained will get you the “overcome”.
No – the objection most salesmen balk at is nothing more than an opportunity to help your customer see what they’ve yet to understand. If what you are selling is what is best for your customer, you are going to have to embrace the customer like a stubborn child who won't try a new food.
My seven year old daughter wouldn’t try green beans. She made up her mind without trying them. We all know that green beans are great for growing kids, yet she was stubbornly resisting my suggestions to try them. So to win the “yes” from her, I went back to where I had other “yeses” – step by step.
“You remember how you didn’t want to try mashed potatoes and then you liked them?”
“And do you remember how I suggested you try corn on the cob and now it’s one of your favorites?”
“And don’t I always suggest food to you that you end up liking?”
“So, when I tell you that you’ll like green beans – don’t you think you should at least try them?”
Your customer is just like a child, fearful of a mistake and often needing help to trust. Take your customer back to where you know you can get “yeses” and then slowly – in small bites that help gain trust while reminding them of their need for your product or service – bring them back to the final question and get that “YES”.
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