Sales Tip of the Week from Mike Leeds – Pro Sales Coaching
Is it NO for now, or NO forever?
If we do hear NO we have to determine if it's a timing issue (i.e., no current need or no current budget), or it's a permanent NO. Things do change for our prospects over time. What may not have been a challenge for them a couple of years ago, may now be creating a business issue that you may be able to impact today.
First, when we hear NO, tactfully probe for an objection. If it appears that you can not or will not overcome the objection (i.e. lower your price), consider asking the questions below:
- When would be a good time to follow-up with you to see if we can assist you with future projects?
- Since things change for all of us, when would be a good time to follow-up with you?
- What are your plans when the market changes? (You may be able to expedite a shift to a YES if you can help the prospect feel a sense of urgency.)
- Down the road, how to you see our solution benefiting your business? (You may be able to expedite a shift to a YES if you get a positive response here.)
Second, if the NO appears to be permanent and there is nothing you can do (or will do) - let it go! It's time to close out the opportunity and move on to other things. You should keep this person connected to your newsletter, broadcasts or through social media so that your name is still out there (unless of course they unsubscribe). This could also be a great time to see if they may know of someone else you can assist. I normally prefer asking current and past clients for referrals; however, I have received referrals in this situation as well – it can’t hurt to ask.
Have a great sales week!