Improve your productivity – ask people to say NO
I really wish more people would say NO
And I am guessing, so would you.
You productivity would go up exponentially.
Like any successful business, we get a lot of sales inquiries in the course of our business day.
And so we have a Sales Process to help qualify the leads we get into prospects, and prospects into sales.
In each stage in a Sales Process, the candidates either eliminate themselves or are eliminated from the Sales Funnel by the qualification process.
Any good sales person will understand this and use it to their advantage.
And if you don’t, then you should probably get some sales coaching. It will definitely improve your sales results.
However, for a while it seemed that we would always end up with a few people who will never say know because . . .
- they are embarrassed to say no for fear of offending
- they don’t know how to say no
- they hold out hope of being able to proceed
- they are poor decision makers
If you are not careful, these people will suck up 80% of your time and give you 20% or less of your results.
80/20 rule at play again!, it is the old
You will spend hours making followup phone calls and updating your CRM with hopeful messages. But you won’t get a sale.
YES is Preferable
It is (almost) always preferable for a prospect to say YES to a proposal.
But if not, I would prefer that they just say NO straight up.
So when we have a potential client who just won’t say YES or NO, we send them a courteous and non-confrontational followup email saying that we understand their position and just let us know where they are at.
Remarkably, this email often gets people who have been hanging for ages to make a YES decision.
Or if not, they at least feel comfortable to say NO.
And that NO saves us a lot of time and money.
It reduces our overheads, frees up time and gets us more sales.
There are 2 advantages to this strategy.
- It saves us time when a not-going-to-be-a-customer person can say NO
- And when they don’t say NO, it reaffirms that they are a customer-to-be
We just have to find out why they are not jumping in immediately.
And with that knowledge, you can delve further into why they have not yet actually said YES.
It enables us to find and respond to the reasons that they are holding back, and enables us to answer those questions and proceed with the sale.
Are their gaps in your sales process?
If you want more time and to improve your business turnover, take a look at your Sale Process and see where the gaps or blocks are.
Then work out ways to remedy those situations.
If you get stuck … give us a call. We’ll be glad to help.
Well, that is quite simple really!
Watch this short VIDEO
Selling Skills and Techniques #25 – Qualifying Clients in the Sales Process
The Sales Coach Qualifying Prospects Part1
What should you do now?
- If you want better results, review your Sales Process.
- Want some help or ideas? Just contact us at Hotpink Websites now.
Whenever you find yourself on the side of the majority, it is time to pause and reflect.
~ Mark Twain
Remember – Improve your productivity – ask people to say NO
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