Why No Is A Good Thing In Sales….

Almost every small to mid-size business is in sales and service in some form. With the economy still unsettled, and businesses struggling it is so important to understand the value of the word “no” for both. “No” can be a really positive thing if you understand how to say it and how to accept it, saving your business critical time and effort while benefiting your bottom line.

Let’s deal with sales first. Everyone is watching budgets, and there is no truer adage than time is money. I am hearing from clients and people in business more than ever before about how many “tire kickers” are out there. Those looking to compare pricing on everything from marketing services, contractors, and other various service industries, considering the constraints their budgets have been put under. Selling whatever product or service you are pitching is harder than ever.

However, wouldn’t you rather have a potential client/customer say “no” than waiver back and forth for weeks or months keeping your hopes up? Focusing on getting a straight answer during the sales process rather than a prolonged “maybe” should be an objective you consider as part of your sales process.

Of course the main objective is to get a “Yes” make a sale, earn a new customer or client. But, don’t we all spend too much time in limbo? Aren’t you and the potential client/customer better served to get on with it already? More importantly, won’t you be able to move on quicker to the next possible “YES” by getting faster answers from your target audiences?

Take some steps to shorten the sales process, if you usually take 3 days to follow-up take 2, or cut your normal cycle of follow-up in half for the next 30-60 days and see if you don’t wind up getting more efficient at garnering a “no” and moving on to the buyers during this time. It is still human nature to not want to tell someone “no” so consider giving your potential targets a reasonable “out” sooner rather than later. Don’t change your sales pitch, just make the “no” option a little more available a little sooner. Doing this can help you hone your sales process (especially while giving targets a “no” option you are getting information as to their reasons) and execute your sales objectives faster.

Always remember that a quicker “No” in sales only helps you move more efficiently to a YES!