Sales Begins When the Customer Says "NO"!

Selling starts when your customer says “NO!”

Hearing the word “No” from a client can be one of the most dreaded and frustrating responses that an inexperienced salesperson or business owner will hear. However, we know from research that “No” is what first comes to mind when we are solicited. “No” is more easily said spontaneously than “Yes,” either to protect ourselves from the unknown, from fear of losing control, from fear of engaging, or any other reason. “No” is a natural reflex. The challenge and beauty of selling starts with the word “NO.”

Success in sales first requires building a relationship with your clients based on trust. A trusting relationship involves respect, empathy, authenticity, and being genuinely sincere in helping your clients succeed and achieve their goals.

Change your mindset when you hear a “No.” Instead of walking away, look at the situation from your client’s point of view, and take the time to understand what motivates them and why they may or may not be able to accept your original proposal. A “NO” is an opportunity to start a new conversation with your client, to dig deeper and discover what they need to succeed and how you may be able to assist them in achieving their goals.

Don’t fear the “No.” Embrace it, understand why your client is saying it, and address the root cause by asking specific questions to understand their objections. Will the product benefits you are presenting deliver value to your client? Ask your clients different questions to fully understand their goals, and then listen and empathize before offering your solution.

Sales begin when the client says “NO”!  Continue to build a genuine relationship with your clients, listen to understand, and provide value. They may say “NO” today; however, you may get a “YES” tomorrow, if you stay the course and develop a genuine connection based on trust, caring, and empathy.