"No, I'm not interested." This response from a prospect has the power to send chills down your spine. It's an answer you may have heard more times than you'd like to count!
The truth is, in sales you are going to hear "no" a lot more than you are going to hear "yes." Keep in mind that all you need to hear is one "yes" to get a sale. If you are persistent, you may very well get to change a "no" to a "yes" much more often than you think. Today sales trainer Rochelle Togo-Figa shares her expertise.
Here are (5) tips that will help you move the prospect from "no" to "yes":
1. Create a timetable. Ask the prospect: "Does this mean you're not interested now or not interested forever?" If she or he responds, "I'm not interested at this time," ask if you can touch base in a couple of weeks or months. The prospect will let you know when you can call back.
2. Open a dialogue. Ask the prospect: "I'm curious as to why you're not interested." A client of mine did just that when trying to get an appointment with a prospect. She simply asked why. The prospect opened up and gave her a lot of information. My client displayed genuine interest in what the prospect had to say, and the prospect sensed that. They talked for quite awhile. My client ended up getting an appointment.
3. Be persistent. When the prospect says, "I'm not interested," you can respond by saying, "Many of my clients had the same response when I first called, before they saw what we can do for them." Then share any success stories with similar companies you've worked with.
4. Do not take it personally. Don't let the "no" mean anything more than what it is. "No, I'm not interested" doesn't mean you are being rejected. It means they're only rejecting the offer for now.
5. Remember some "yes" experiences. When you think about it, you've been hearing "no" since you were a kid, and it probably never stopped you. Imagine yourself as a child. Perhaps you were with your mom in the supermarket and you really, really wanted a candy bar. The response might have been, "No, it's too close to dinnertime!" Did you take "no" for an answer? Absolutely not. You asked again and again and again, each time committed to convincing your mother that you could eat the candy bar and still eat all your dinner. Finally, after at least (7) more tries, Mom probably gave in. Congratulations! You didn't give up. You got the candy bar! You kept going back in and moved your mother from a "no" to a "yes."
When you really want something in your life that's important to you, nothing stands in the way. So why not bring those same qualities to your business?
Rochelle Togo-Figa, The Sales Breakthrough Expert, is the creator of the Sales Breakthrough System. Visit her website at www.SalesBreakthroughs.com
1 comment:
Another important aspect to get YES is to be clear with the objective of the sales call. For instance, the caller should understand clearly if the fist call is to qualify the prospect and gather information that can help in understanding the *match* of the capabilities and needs. Many times, the caller gets no because he tries to by pass the step of sales.
Hope this helps.
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