#ClosingTheSales

[sanjay4sales]

“No” is a great answer in Sales

It is customary for salespersons to equate a “No” from the customer as a rejection. Series of such reactions frustrate and demotivate a salesperson.          I however have contrary views to this.

Let us make note of the following truths of sales related to this topic:

95% prospects that finally become customers actually started responding to the salesperson with a “No”.

It happens very seldom that customer starts interacting with a salesperson with a positive “Yes”. The few occasions where it happens, it is said that the customer bought the product (not that the salesperson sold the product)

Only 8% of customers mean a “No” when they say “No” to a salesperson.

When a customer says “No” to a salesperson he may mean any one of the following

No, I am not interested in buying the product (11% chances of closing the order)

    The price is too high. (33% chances of closing the order)

   I do not trust you. (66% chances of closing the order)

   The discount is not good enough. (99% chances of closing the order)

  Why do we say that Sales process begins when the customer says “No”?

“No” is the first question that customers raise when they are serious about considering buying a product.

“No” is an investment which a customer makes with a salesperson because he knows that the latter is going to take more time to explain.

“No” from customer gives an opportunity to the salesperson to understand the customer better.

“No” from the customer should be read by salesperson as “Why not?”

“No” from a customer gives an opportunity to the salesperson to respond

What should the salesperson do when customer says “No”?

What product do you use right now?

Since when are you using this product?

What is the cost of solution from this product?

How does the customer take care of preventive maintenance of the existing product?

What is the consumption of consumables on the present product right now?

How do you respond to “No, Thanks.” from the prospect 

Check out whether you are sitting with a customer or consumer. In case you are talking to a customer, try reaching the consumer so that the latter will appreciate your offering more.

Organize a no obligation demonstration of your product.

Share testimonials of good consumers with the prospect.

Promise to share some thought provoking literature on the concept behind the product or service that the salespersons wishes to sell

Periodically engage the customer through

Whatsapp

SMS

Email

Create a slot on your calendar to follow up with the prospect after some time to see whether the prospect has changed his mind.

[stellarplatforms]

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[freshstartwithnancybeth]

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A post shared by Nancy Beth Guptill (@nancybethguptill)

Sporting my new green shades from @constantcontact #SolutionProvider #SummerCamp #MeritBadge #ClosingTheSale #SPSummerCamp (at SWEET SPOT ACADEMY)