A Simple Sales Strategy: Change The Meaning Of "No"
By: Tessa Stowe
Imagine that you are talking to a potential client and they say
"no", they don't want your service. How does that make you feel?
First off, let's be clear that a "no" is just a two-letter word consisting
of "n" and "o". These are just harmless characters and yet we attach so
much meaning to them and give them so much power over us. We think a "no"
says something about us and that our services aren't good enough. We attach
so much power to a "no" that it sometimes paralyzes us. We even fear a "no"
so much that we put off, or avoid, having sales conversations as we run the
risk of getting the dreaded "no".
So when could a "no" be a perfectly reasonable response? A "no" could be
the right response when:
* The potential client really has no money.
* The potential client doesn't have a problem you can solve.
* The potential client doesn't want the problem solved now. (If they say,
"No, not now," ensure you have a mechanism to keep in touch with them. A
newsletter is ideal for this.)
* The potential client doesn't want the problem solved at all.
* You don't have the expertise or skills in the areas they need/want.
I hope you can see that all the above are perfectly valid reasons for
someone saying "no". All these reasons say absolutely nothing about you and
your products and services. In these situations a "no" is the right
response or outcome from the conversation. In fact, in some situations you
should say "no" first. I challenge you to say "no" to potential clients
like this: acknowledge them for their interest but then say that you cannot
help them at this time.
There are also times when you will want to say "no" to a potential
client. If they don't meet the criteria of your ideal client, you will
know in your heart that you will not be able to offer them your best
service. You may decide to say "no" to them and refer them on.
Not everyone needs to buy from you and that's fine. There are an abundance
of clients out there. Yes? You know this as you have done the proper
research on your target market and the problems they have. See how
important that research was?
Next time you get a "no" welcome it. In fact, play a game and see how many
times you can beat a potential client to saying "no". A funny thing will
start to happen. If you say "no" to potential clients, they will find you
even more attractive. Contrary really, but then the sales game is full of
contradictions. And that's just one of the many things I love about it.
Remember that you cannot possibly serve all the potential clients in your
niche but you can serve all of those who are a perfect fit for you and your
© 2005, Tessa Stowe, Sales Conversation. You are welcome to "reprint"
this article online as long as it remains complete and unaltered (including
the "about the author" info at the end) and all links are made live.
Tessa Stowe helps Coaches and Consultants stop struggling to sell, and
instead attract clients like magic! Her FREE e-course tells you how:
"Attract More Clients Naturally: 10 Simple Strategies That Work ... Even If
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