“Preparing yourself for the no is one of the ways you begin to hear more yeses” – Meshell Baker in today’s Tip 1349
Where do you go when you hear “No”?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today Meshell Baker is back with another small dose of her brilliance. Here she is:
Meshell Baker: Hello! Today we’re going to talk about where to go when you hear “No”. Very challenging in sales, yet to be expected. When you really think about what a seller does, a seller actually prepares themself to hear no more frequently than they hear yes. And as time goes on, when you become better, when you refine your target audience in your target market and you’re doing repeat and referral business, you can dissipate and diminish the number of times you hear no, as time goes on and you become an expert and at the beginning of a new market, a new job, a new territory, you are going to hear a lot of no’s.
So preparing yourself for the no is one of the ways you begin to hear more yeses. What generally happens for most sellers is you are focused on getting the sale. And this is not all of them, but just say initially we’re talking SDRs and ADRs and some BDRs, they are focused on getting the sale. And I’m here to tell you, focus on what you propose, not the close. And why this is important is because when you propose value, when you really think about what’s most important and beneficial to that buyer, you will actually begin to hear more yeses.
What it does is one, it creates a level of comfort for both you and that potential buyer. You’re more driven to hear them and to relate to what they’re saying and to uncover the need, not just what they say they want, what they really need. And this is a huge way that you differentiate yourself from being a seller to being an expert. See, sellers just sell what people want. |Oh, I want the widget, I want two widgets, right? I want ten widgets and they sell them widgets.” What an expert does is actually ask a follow-up question. “Oh, that’s great to hear. I’m so happy to sell you widgets. Could I learn more about why you’re looking for widgets? How did you find us? What are you going to do with the widgets? Right? How often do you purchase the widgets?” They actually start to get to the underlying need that is being fulfilled with the purchase of the widgets. And you are also able to find out more ways and more things you can upsell, you can increase the sale. You create and establish a relationship that becomes repeat, referrals, and recommendations. And that’s how you grow your pipeline.
You’re not building a business by yourself. You and the buyers are building both your businesses. And when you focus on the close, you are going to hear no and you become incredibly uncomfortable. And generally you actually will become uncomfortable in the selling process even before you hear the no. And that’s why you get to the no because you are trying to get from them, and they are looking to acquire something that they might not even be communicating. And you’re just asking targeted questions about the Widgets instead of having an experience of value with that buyer so that you can actually understand more about them, their business, and all the things that are in a relationship.
Think about it. Your best relationships have more than just everybody getting what they want. They’re actually valuable. They’re fun. They’re communication going on. There’s surprises. There’s all types of things that happen in great relationships.
I want you to begin to think about your business relationships and your clients and those people that you’re targeting as an opportunity to grow and expand with them. So, having said that, what this whole conversation is about where do you go with the no, when you have created and established focusing on what you’re proposing and that’s value. You are not uncomfortable when they say no. You’re able to segue and move into the follow-up well, you’re able to ask an additional question. You’re more comfortable in that state, and you’re not panicked and freaking out when you hear the no. And the biggest thing is you will call back when you’re looking and your pipeline starts to dry up and you got to go through the list of people you contacted. You will call those people back that said no because you left them feeling valuable instead of uncomfortable. When you leave people feeling uncomfortable, it doesn’t feel good to call them back. So, again, where you go when you hear the no will help you to build a thriving pipeline of business. Have a great day selling.
Scott Ingram: For more from Meshell, just click over to DailySales.Tips/1349. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!