“Don’t be afraid to say no, because oftentimes that can do you a ton of good in terms of building that relationship and trust with your prospects.” – Will Yarbrough in today’s Tip 1383
Do you afraid to say no?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Will Yarbrough. Will is a career sales professional and currently serves as the Vice President of Sales at Fleetio, a fleet management software that helps organizations track, analyze, and improve their fleet operations. Skilled in sales, management, and leadership, Will sees opportunities and easily matches them up with solutions. Here he is:
Will Yarbrough: Being that salespeople often forget is that people buy from people. More specifically, people buy from people that they like and they trust. We’ve all heard or seen the Guidance Sales 101 type things of asking rapport building questions how’s the weather? How are your kids doing? What are you up to this weekend? How’s your team doing this season? All of these things help to build a relationship and build affinity, not only for the salesperson, but also for the product or the brand that we represent.
Now, one unconventional way that you can build rapport, build trust, and build credibility is through feature and functionality questions. All too often, salespeople are miscast as ‘Yes People’ saying yes to anything and everything to earn the sale, earn the commission check, and ultimately close the deal. It’s important to remember that oftentimes saying no or we don’t do that, is a great way to build credibility, because again, we can be misconstrued as yes people. Saying no to something helps the prospect feel more comfortable that you’re being honest, you’re being transparent, and you’re giving them the full truth about what your solution can or can’t do. Specifically, in long-term contracts where oftentimes the relationship and the partnership can be more valuable than the actual solution itself, it’s really important to build that trust and credibility.
So ask about the weather, but also don’t be afraid to say no, because oftentimes that can do you a ton of good in terms of building that relationship and trust with your prospects.
Scott Ingram: For links to connect with Will and to check out Fleetio, just click over to DailySales.Tips/1383. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!