What if instead of trying to get more yeses from your prospects you made it the goal to go for no? If you think this sounds counterintuitive, here’s something to think about: the majority of salespeople aren’t doing that well when it comes to cash in their bank account. It’s only the select few that are making the high commissions and collecting the big checks. What if the only “secret” these super sales people knew was that a “go for no” approach was the key to getting more yeses? As hard to believe as this sounds, it’s actually pretty spot on….

Why Go for No Works for Getting Sales

If you’re in sales, you’re probably better than you realize at dealing with flat out rejection, you just shrug it off and move on. However, indirect rejection is much more complicated and it sucks away a LOT Of your energy and your momentum. The more time, energy and hope you spend chasing after the “need to think about it,” “Call be back,” “need to talk to my wife, my friend, my dad, my mom, consult my horoscope” people, the less motivated and confident you’ll be when you find the real buyers.

However, if you go for no, by pushing the procrastinators to “just say no” instead of blowing a bunch of smoke at you, they’ll usually give in to the pressure and just be honest. When this happens, you get to their REAL objection, and then you can deal with it. Either that, or you find out that they aren’t really interested but they just didn’t have the steel in their backbone to tell you a direct “no.” Either way, you can then move on to the next call or close the deal and get paid.

The problem is that too many sales people are afraid to do this because they don’t want to “lose the sale.” So they chase after the prospect, agree to call them back or give out their number in hopes that the customer will call them back. Every time you do this, you’re buying from the customer instead of getting them to buy from you. You’re buying into the excuses that they’re giving you for not buying from you.

So go for no, get to the real objection and give yourself a shot at overcoming it. Even if you don’t, you’ll have more time and energy to focus on the people who will end up becoming your customers.

Need More Sales? Go for No and You’ll Hear “Yes” More

Are you making a great presentation, building rapport and building value and STILL getting a “no go” with your prospects? If so, you might be trying TOO hard to get the yes…time to go for no. As counterintuitive as this might seem, it’s actually a great strategy for closing more deals.

When you think about it, it’s not hearing “no” which takes your momentum as a sales person, it’s the “let me think about it and the “I need to talk to (wife, friend, boss, doctor, dog etc.)s” answers. Go for no and stop letting your prospects blow smoke, then you can get to the qualified buyers before losing your momentum.

Author Bio: Please visit Personal Development Company if you would like to learn more about Go For No! by Richard Fenton and Andrea Waltz

Category: Business
Keywords: sales, marketing