No! What do you mean?
A smart man once said to me
“the selling starts at NO.”
This is a great comment, however when is it good to ignore the word “no” and when is it good to shut up and listen?
Throughout my career and all the training courses I have done on and around sales the underlying theme has always been if a client says “no” they just have not understood correctly and you have to educate them further on the features and benefits.
Now to the most part this is true – however…
Sometimes it’s better to stop and listen to what they have to say – now may simply not be the right time for them.
I have won many of my biggest and most profitable clients by listening and simply keeping in touch – not selling, instead calling to say hi, or a coffee, and keeping in touch as tenacity can go a long way, the added advantage with keeping in touch will build the relationship and when they are ready to move the process will be a whole lot easier! And even better you end up with some great friends!
So yes it pays to probe further into the reason behind the “no” but it always pays more to listen!