Hearing “No” or “I’ll Think About It?” 3 Strategies to Close More Sales
I’ve never met a salesperson, entrepreneur, or business owner who hasn’t experienced rejection in sales.
While many business novices assume they’ve done something wrong or they’re bad at sales when they hear rejection, the truth is, hearing “no” or no-in-disguise, “I’ll think about it”, is something we all experience. It’s a normal, natural, and expected part of sales and doing business.
However, a seasoned, skillful salesperson or business owner works hard to develop the tools and strategies necessary to hear fewer “no’s”, respond more effectively to rejection, and maintain a positive, motivated attitude along the way.
This is an area that many successful clients at Celeste Giordano Coaching have worked hard to master. I work one-on-one with each client to help them master the art and science of handling rejection in an effective, productive manner to produce outstanding results over time.
Something I often tell my clients is that when a customer says, “no,” they actually mean KNOW. Often, a “no” means that your prospect needs to know more information so they can make an intelligent decision. As the sales professional, it’s your job is to provide the appropriate information at the right time.
Here are a few tips that you can begin implementing in your own sales process when a prospect rejects your offer:
Stay motivated
Hearing “no” is a natural part of the sales process, but that doesn’t make it easy. When you experience a lot of rejection, it can start to wear away at your confidence.
The first lesson here is to stay motivated. Getting discouraged is effectively throwing in the towel too early!
A “no” from a buyer or prospective client doesn’t always mean that you’ve lost the sale. Often, it merely means that you haven’t hit the buyer’s “hot button” yet.
By staying positive rather than becoming frustrated and unmotivated, you increase the likelihood that – with strategic, careful persistence – you will be able to close the sale in the future. Even if you don’t close with that prospect, maintaining a positive attitude will make you a better, more persuasive salesperson when communicating with the next prospect on your list.
Learn from past mistakes
Sometimes it’s plain and simple – a prospect isn’t interested, and never will be, in what you’re offering them. But a “no” can also mean that you’ve made an error in the selling process.
Perhaps you didn’t properly qualify the prospect, are speaking to the wrong prospect, aren’t listening attentively, or even made the wrong presentation. Use every “no” as a potential learning and growing experience.
Take notes on what you think went wrong. If you work with a sales coach like myself, be sure to share those notes during your next session. Make a conscious effort not to make the same mistakes again. If you do trip up again with the same mistake, you’ve identified an area worthwhile discussing with an expert in overcoming sales objections.
Modify your approach
The most successful salespeople begin their day with a positive outlook that each prospect can become a buyer. Their goal is to find the right match between their unique prospect and the most fitting product or service.
When these salespeople hear “no,” they ask themselves what alternative angle they can use. While this isn’t always the case, there is often an offering that will better suit your prospect. If you ask the right questions and actively listen to the prospect’s answers, you’ll be guided in the right direction.
Sometimes it’s a good idea to arrange a recommendation from another one of your clients whom your prospect respects. A little strategy, research, and networking can go a long way in improving your ability to manage rejection in sales.
Keep these suggestions in mind and you’ll be one step closer to overcoming the hurdles of rejection that each and every one of us experience in sales and business.
Would you like to become a sales master and “Double Plus”TM your income this year? Contact Celeste Giordano Coaching today. I’ve spent many, many years finessing how to masterfully handle rejection, and I’d be honored to help you implement these strategies in your business.
Blueprint Magazine – Volume 4
“Celebrating Generations”
In this latest issue of The Blueprint, several articles focus on what to do as spring draws to a close and summer begins so that you can smartly meet your professional and personal goals. Articles are written by authors spanning all generations, filled with knowledge to inspire and motivate you.
Here is a sampling of what you will discover in this edition…
- The Best Gift Of All by Pauline Duncan-Thrasher
- Are We There Yet? by Joan Williams
- The Women of Global Change Youth Initiative by Cheyenne Hunt
- The Rise Of The New Economy by Cynthia Mabry
- In Life and In Work, Be Anything But Common by Celeste Giordano
- The Importance Of Reviewing Quarterly by Brigitta Hoeferle
- The Technology Buying Cycle: How Often Should Your Business Update Its Technology? by Jason Rush
- When It’s A Mistake To Hire A Writer & When It’s The Right Move by Katherine Copeland
- Ultimate Mission Impact: There Is Only One Solution by Sheree Allison
- and much more!
My hope is that The Blueprint inspires you in all aspects of your life – to grow your business, to prosper in your personal life and to serve the community and world around you.
Click here to subscribe for your free copy.
Celeste Giordano’s mission is to help business owners develop the skills, knowledge and attitude necessary to “DoublePlusTM” their income and become effective and inspirational leaders in their fields. Whether it’s taking your successful business to the next level or starting a new venture, she will teach you the exact skills and strategies you need to enroll more quality prospects, build a rock-solid team, and break through obstacles to achieve real profit and lasting success. Celeste is a professional business growth specialist, a master sales strategist, and dynamic speaker with 40 years experience in direct sales and managing high-performing teams.
To learn more about Celeste, click here.
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