No ONE Sale Matters
You can close more business by allowing buyers to say no. In fact when you hear no in a conversational approach it leads to greater understanding.
By Rene Zamora
Anyone who has prepared and presented a proposal has experienced the moment when the prospect is deciding to say yes or no. If you are not comfortable with a prospect declining your service, you can be sure they will sense it. Whether your reasoning is personal pride, money, or the shear distaste for rejection, trying to convince someone they need something they don’t want is very uncomfortable and unprofessional.
Martin Myslinski, President and CEO of MAM & Associates taught me early in my career that, “No One Sale Matters.” In other words, it is okay for someone to say no. When a consultant allows the prospect the freedom to choose yes or no, the prospect has that much more freedom to say yes.
Help others make good decisions
It’s natural for most people to be a bit guarded or defensive when someone tries to control a decision. On the other hand when an expert supplies us with quality information to base a decision on we listen very closely. The presentation should never be a contest; it should be a discussion with our complete attention and focus on helping the prospect make their best decision.
Since this is a frame of mind, you’re the only one that really knows your current state. There are some typical behaviors or feelings to observe that will tell you if you have too much invested in them saying yes.
When it is not okay for them to say no you might:
- Do all the talking so others never get a chance to say no.
- Get defensive when presented with objections
- Begin talking about discounts before you present your fees
- Use all the slick sales techniques that don’t allow someone to say no
- If they have an objection it feels like a weird moment instead of a conversation
- You procrastinate activity that will move the sale forward
- You present but never ask them if they would like to proceed
- You won’t stop trying to close the prospect that “needs” your service but does not commit.
- You feel nervous during meetings or a presentation
- You are worried they might say no
- You lock the door to the meeting room with the prospect ….just kidding.
I can go on, did anything sound familiar? Do you have other behaviors? Is it okay for your prospects to say no?. If you want to fix this attitude, because it is an attitude and perspective, 1) keep up your referral and/or prospecting activity so you are not desperate in each opportunity. 2) continue to ask if the prospect would like to continue on with the process.