Have you ever wanted to buy something—I mean you REALLY wanted to buy it—but you needed to be sold first?
I know I’ve done this multiple times.
I wanted something new and shiny, but the logical, conservative side of me was fighting me on it and I just needed the salesperson to help align my mind with my heart so I could buy it and feel good about it.
Or maybe I needed to be sold so that I could blame someone for the purchase and justify it to myself. Or maybe to my spouse.
Or maybe I just like the process, I like objecting and having my objections overcome. It’s the game.
Or maybe I just want to see them work a little bit and earn my business.
Whatever the reason, I like to be sold—and based on conversations I’ve had, so do most people.
Now let me ask you this: have you ever really wanted to buy something, but left empty handed because the salesperson was a total amateur, or they didn’t care enough to try and sell you? (Did you catch that? If you don’t TRY and sell me, I assume you don’t CARE about me!)
I’ve had this experience multiple times, and it ALWAYS leaves me ticked off that I didn’t get sold! I wanted to buy, but I wanted them to work for me first and earn their keep, and at the first sign of objection, they pulled back and wrote me off.
If you’re a salesperson right now—so that’s everyone single human being on the face of this earth—you need to learn to turn that NO into a YES.
The very first thing you need to understand is that you can’t go from a NO to a YES without a MAYBE in between. Get enough maybes and boy, it’ll flip into a yes right before your eyes. But try and go from No straight to YES and you’re going to get hit with a backhand.
You need to get on their side, become an assisted buyer, a professional advisor, a trusted source, and start looking for that nodding head.
Find some common ground and start building a foundation on it.
Does that mean you have to lie about something just to find common ground? Not at all, but if you focus on the 1-100 rule, it’s really not that hard.
What does that mean? It means find one thing you CAN agree on, and agree 100%. Let’s get real touchy here and say that the prospect in front of you is a huge Trump fan—and you despise the man. How do you find common ground on a topic that elicits incredible passion from both sides?
Find one thing you CAN agree on, and agree on that one thing 100%. For example, if they bring up Trump, you might say something like, “He sure can captivate a crowd and keep them engaged and paying full attention to his message.” Now is that true? Absolutely. Does it say anything about whether you like the man? Not at all. But it’s something you can agree on without it being a lie so you can remain ethical to your morals while still finding common ground with your prospect.
Another vital key to selling is understanding that a NO is not a NO, it’s a, “Not right now, tell me more.” It means you didn’t give me enough to justify a YES…yet!
I do have a confession though… I used to hate rejection. I’d hide from it like my high school principal, and I really struggled to continue selling after a hard no.
So what did I do? I played a game with myself.
Odds are you’ve heard traditional sales courses tell you that you need X amount of NOs to get to a yes, and every no puts you that much closer to that yes, but that didn’t seem to work well for me. It was great in theory, but had little effect on my mood in the moment.
Instead, I turned NO into a cheesy acronym that stood for “nice one!” I know… but play it out with me. Have you ever told a great joke to a friend, and you really got them, and it was so good they loved it, looked right at you and said “nice one!” It’s an acknowledgment, and often an offer to be shown more.
Sure, your pitch is no joke, but when I give a great, killer benefit and they respond with anything but a YES, I take it as a ,”Nice one, keep going, keep giving it to me, lead me to a yes and bring me home, baby!” and I keep right on going.
Will this work for you? Who the heck knows! But it’s worth a try. The very reason I use it is because it worked for ME, it allowed me to let those nos run off my back without slowing me down, and it made me smile inside (versus panic, cave, and cry) allowing me to sell even BETTER. I encourage you to try it in your life, and if it works, great, and if it doesn’t don’t stop there! Keep learning, keep experimenting, and find that solution that does work for YOU.
To your success,
CEO RYS Group
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