Okay, so you’re in sales, and the last thing you want to hear is a “no,” right? We’ve all been told that a stream of “yeses” is the golden path to sealing the deal.
But here’s a twist: experts like Jim Camp and Chris Voss suggest that letting your potential buyer say “no” might just be the game-changer. Why? It gives them room to breathe and feel in control. No pressure.
I’ve often written about the “I need to think about it” objection. The idea there is always to dig deeper into what’s really holding them back. Often, by getting them to open up about why they might not buy, you find out exactly what could make them hit the “yes” button.
Imagine this: You’ve been chatting, getting to know their needs, and laying out how your product or service is the solution they’ve been searching for. And you both know the pitch is winding down. Instead of pressuring them with the usual questions, throw them a curveball: “Hey, before we wrap this up, is there anything else you’d like to know or revisit?”
Their answers might be:
- “Nope, all good here!” Your move: “Awesome! Let’s get this rolling.”
- “Well, I’m not quite sure about how this feature works with that one.” Your move: “Ah, gotcha! Let’s clear that up.”
See, by letting them share any concerns, you’re given a golden ticket to address and clear them right there.
Now, here’s something to chew on. Say you’re chatting with car dealers. Most people might buy, what, 27 cars in their lifetime? But for a car sales rep making even a few sales each month, they’ve seen and done it all, way more than the average buyer.
But what if a customer walks away from a deal just because they didn’t know they could ask for some extra perks, like floor mats or a cargo net? It might sound small, but these things can tip the balance.
The bottom line? Encourage your customers to be upfront. Ask them outright, “If you were leaning towards a ‘no’ right now, what’s holding you back?”
The real deal in sales? It’s not about slick tricks. It’s about making your customer feel like choosing you was the smartest move they made all day.
So, next time you’re in the sales zone, remember: a potential “no” can be the stepping stone to that final “yes”. Happy selling!
The customer wants to buy. He needs you to help him believe.