November 9, 2010

Quick No vs. Long Maybe

What are they telling you? What are you telling them?

I have often asked friends, colleagues and clients whether they prefer a quick response that may not go their way verses a 'maybe' and the perception in most cases that may turn into a long wait which may be a 'yes', may not.

Many sales experts will cite a certain system and number of meetings it takes to make a sale and I challenge that thinking because the onus is not on the customer to buy your services, it's up to you to provide proof that you can solve their need.

Will the ‘quick no’ approach help or hinder your closing percentage?

As one who has shot himself in the foot during the prospect phase, sometimes you can come on too strong or misread the client or leave them unclear on your offering.

Most say they prefer the quick 'no' over the long 'maybe' perhaps because it can be left unresolved and fizzle into a 'no'. If you are in sales, you have experienced the magical disappearing prospect which is always a blast.

Is every 'no' really closer to a 'yes'?

Years ago, I worked with a sales guy who said he had to go out and get some no’s because each one got him closer to the next 'yes'. Perhaps that’s a mathematical comment or possibly it means each pitch improves your game. This guy crushed it on a daily basis so his 'yes to no' ratio was off the chart. Persistence is key.

What do you do when they say 'maybe'?

knealemann | email

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