Networking

I said, “No.”

What is it about “no” that you don’t understand?

Generations of salespeople have been told that when a prospect tells you “no” it’s really a request for more information.

You may have heard that the “sale” doesn’t really begin until your prospect tells you “no.”

I say, “Baloney.”

Sometimes a “no” means “no.”

Try this on. When your prospects tell you “no”, it’s a good thing especially when you control the “no.”

You’ve heard of “Getting to Yes.”

I believe in getting to “No.”

Let me make an educated guess.

You don’t like hearing the word “no.”

Ever since you were very young you’ve done your best to avoid being told “No.” The word “no” seems so negative.

A “no” in the world of selling is looked upon as a negative.

If your sales process results in a “no”, it’s usually viewed as a setback.

Therefore, most salespeople hate the word “no.”

It doesn’t have to be that way.

I believe that there is a better way to look at a “no.”

I believe that you can shift the emotional response you have to this two letter, little devil.

Think of it this way—-

You don’t really hate to hear ‘No”—

You hate not knowing when a “no” is coming.

If a prospect is going to tell you “no”— when would you rather find out about it— early in the sales cycle, or late in the sales cycle?

Here’s the tip - Attempt to uncover a “no” from your prospect as soon as possible.

Please notice that my coaching instruction was to uncover a “no.”

Avoid creating a “no.”

One of your main objectives as a salesperson is to uncover a “no” that was going to happen anyway.

Let your prospect know that it’s OK if they come to the conclusion that your product or service is not what they’re specifically looking for.

Let them know that it’s OK for them to say, “No, thank you.”

Let them know that you’d prefer a “yes”, and— it’s OK if they tell you “no.”

When you set up this agreement there is a fascinating by-product.

You will stop hearing prospects say “maybe”, or “I need to think it over” as a substitute for… “No.”

This alone will help you reduce the length of your “sales cycle.”

You won’t be chasing after people who have no intention of doing business with you, but are afraid that if they tell you “no” you’ll start selling even harder.

This tip will reduce the stress levels experienced by both parties— guaranteed.

I urge you to find training programs like those provided through BusinessSuccessBuilder.com that will help you say the right things and ask the right questions …so you can uncover a “no” that was going to happen anyway.

To your success.

Copyright 2006 Ike Krieger

Ike Krieger is a business mentor, author and speaker. Ike helps businesspeople say the right thing, at the right time all the time. Find out how to get more clients, more referrals and more sales, and do it with dignity. His “Yes Formula”

Share This

Do your employees and staff really know and understand your core marketing message? How effective are they at sharing that message?

If you really want your business to grow the people in your organization need to be taught the most effective way to network.

You’re pretty good at representing your company. You believe that networking is a powerful business building tool. You understand the value of creating new business relationships. You attend business networking events. You are personable, professional, and you know your stuff.

What happens if you can’t make it to a networking event? What if you want to expand your networking activities but don’t have the time or the energy to do it all yourself?

How effective would your people be if they had to show up in your place and represent your organization? Do they know the right thing to say and the right questions to ask?

Networking is the most powerful form of face to face marketing. What you say can make or break your networking effectiveness. Your ability to get your story across in twenty seconds or less is a vital key to your networking success… and may be just as big a factor in your overall business success.

Banks, credit unions, real estate organizations, financial services and insurance companies, accounting firms, law firms, doctors, dentists, and other professional offices are all made up of people who, at one time or another, are on the frontline in the battle for business success. This networking army includes your employees and associates.

Do you know what your people are saying when asked about your company? Are they trained to deliver a brief and understandable version of your core marketing message? Are they capable of telling others what really sets your business apart from your competition?

In addition, networking is not always confined to a specific meeting or event. When asked about your company when they’re out enjoying an evening of, let’s say, bowling, or the theatre what do members of your organization say?

Do their words portray your company in the most memorable and flattering way, or are they just kind of winging it and saying whatever comes to mind (positive or not)? Saying the wrong thing can leave people cold or, even worse, actually drive business away.

Learning the right thing to say and the right questions to ask is an overlooked area of business preparation. Lack of training in this area can prove costly.

The flip side to the equation is that with a relatively small amount of guidance you can increase your profitability and distinguish yourself clearly from your competition. This is accomplished by a simple shift in the words you use and the words you teach your people to use.

Do you have the time to teach your people the “right thing” to say? For most business owners, sales organizations and professionals the answer is no.

I’ve been providing this most important training for over 20 years.

I’ve developed the Language of Success

Share This

Are you in sales?

You may not think you sell for a living, yet the answer to the question is probably, “Yes.”

Whether your business success revolves around bringing in more clients, receiving quality referrals, or actually closing more deals you’re in sales, and just like the rest of us, you’re selling all the time.

Nothing happens in the world of commerce until something gets sold.

The fact that you’re in sales means you face a dilemma. You have to sell to live… and virtually no one likes to be sold to.

You’re probably proud of the product, service, or expertise you market and sell, yet most of the people that work with me in my “Language of Success

Share This