“We encourage a nurturing posture by using interrogative, or you can also call them open-ended questions. We simply want to see what our opponent sees. We want to understand their vision. Their vision is the key to their decision-making.” – Jim Camp in today’s Tip 1599
How do you handle the word “No”?
Join the conversation below and share your thoughts!
Jim Camp on LinkedIn
Camp Negotiation Systems
4 Reasons People Say No
1594: Start With NO – Don’t Chase the Big Fish
1589: Start With NO – Move the Needle
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Transcript
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Jim Camp. Jim is a former VP of Sales, and is now an owner and coach with Camp Negotiations. His coaching expertise is in sales, negotiations, and leadership. Jim has also served as a military pilot and is retiring as a Major General from the United States Air Force. Here he is:
Jim Camp: Hi, everyone. This is Jim Camp. Hopefully from our previous episode, you can tell that controlling our emotions, especially when it comes down to a decision, is critical. I also hope that you can agree that as the deal gets larger and there’s more at stake for all of us, more money on the table, so to speak, applying pressure or chasing the sale can actually only create more disruption for your opponent because they’re making a tough decision too. It’s pretty important that we don’t escalate our own emotions because we need the deal. We never want to reveal need.
For today’s tip, I wanted to give you a perspective that I hope you will find that you can actually use when you hear the word no. When you actually hear the word no, what runs through your mind? You may be tempted to reiterate all the great features and benefits of your product or service. Most sales professionals are competitive. You may feel the tendency to dig in and push for a yes. Just as you may also start to question, what went wrong? Where did we fall short? What might I have to do now or what might I have to give up or compromise in order to sway the decision back to a yes?
Here’s today’s tip.
When you hear the word no, or you can even sense that your opponent is fading away on you because let’s face it, it’s hard for all of us to tell others no. The most important thing you can do mentally is to tell yourself to stay in your client’s world, remain calm, and focus on what they see. What’s their vision? It’s not your vision that matters at this point. It’s their vision that’s going to be the key.
Here’s a few questions I think that’ll help keep you safe and uncover what the real issues are when you hear the word no.
First question, and again, these questions are just coming from me. I hope you’ll develop your own, but I hope you’ll see a theme here. What challenges do you see that may be holding us back from reaching an agreement here?
Another question. What should we address that perhaps I overlooked? Or help me understand where we’re falling short.
The bottom line is this. If you encounter a problem, you’ve got to take it head-on and you’ve got to understand how your opponent sees the world, how they see things in this deal.
In our system, we encourage a nurturing posture by using interrogative, or you can also call them open-ended questions. We simply want to see what our opponent sees. We want to understand their vision. Their vision is the key to their decision-making.
More to follow on future tips around controlling your emotions. Take care. Hope this helps you. See you next time.
Scott Ingram: To get your hands on a free download with the 4 Reasons People Say No from Jim and Camp Negotiation, just click over to DailySales.Tips/1599. Once you’ve been over there, be sure to come right back here for another great sales tip. Thanks for listening!