Sales Tip: How to Avoid ‘No’
I read a great article from Jeffrey Gittomer where he described several ways to avoid rejection and the horrific ‘No’ answer when asking for a sale.
In no particular order, here are the examples and pitfalls of the actions you take or omit to avoid ‘No’:
- Trying to please everyone, without following the fundamental rules of salesmanship
- Willing to give a proposal without demanding an exact time and place for a face to face follow-up meeting to go over it with all decision makers
- Won’t start higher up the ladder on a sale, because you’re afraid to go beyond your comfort level of sales
- Accepting the first ‘No’ or ‘I’m not interested’ as a final answer, and leaving, rather than trying to be rejected three or four times by the same prospect
- Call reluctance on cold calls instead of being prepared with a value message and confidence based on a deep belief that the customer is better off having purchased from you
- Call reluctance on follow-up because you don’t want to get rejected (Reality: you have nothing of value to say or offer and just want the money.)
- Won’t call to confirm an appointment for fear it will be canceled, because you have given no perceived value
- Won’t leave a voicemail (You know your call won’t be returned because you have/had nothing of value to say.)
- Emailing when you should call, and wondering why it goes unreturned or worse, unopened
- Taking the wrong approach – looking for pain, because you don’t understand any other way (Why not look for pleasure?)
- Not using testimonials as final proof
Justin is the Managing Director of Active Management, which he began January 2004. He offers coaching to businesses worldwide in everything from start up and design to marketing and sales systems. Justin also facilitates four Australian and New Zealand ‘fitness industry roundtables’ events, which allows him to see a huge cross section of business models.