Sales Secret: Take "No" for an Answer

Great article in Inc. regarding the secret to sales success: click here to read.

Essentially the article suggests that there is a direct correlation between sales success and the number of "nos" a salesperson hears. In other words, the more rejections you hear, the more sales you will make.

Salespeople are thus "happy losers." A "happy loser" is someone that is not deterred by rejection. Successful salespeople will take "no" for an answer because that will bring them closer to "yes."

Even when you land a sale, you should continue to press for "no" like the shoe salesperson who successfully sold you a pair of shoes but then asks if you need socks, a matching belt or another pair of shoes.

Move your business to the next level by embracing rejection. Take "no" for an answer and become a "happy loser."

Good stuff Inc.!

Photo courtesy of http://blog.rogersradiointernet.com/afternoondrive/2008/05/

Speak < Sell

In plain English, speak less than you sell. Or conversely, sell more than you speak.

It's a magic formula that will actually force you to speak less and directly sell more.

How does it work? Simply put, say only a few things and ask only the really pertinent questions. This lets your prospect do the talking and--more often than not--the prospect sells your product or service to themselves!

One caveat: this strategy is best used when advancing a prospect through the sales funnel. To move a lead through the sales funnel, its a matter of prospecting, presenting and following up. Prospects generally need more information, so it may be okay to speak more.

However, the best way to convert a prospect into a lead and eventually a customer is to let them do all the talking. They will tell you what they need. You can then decide of your solution meets their needs.

Amazing things happen when salespeople ask the right questions and then keep their mouths shut. The customer really opens up and tells exactly the information that the salesperson needs to close the deal, namely their biggest needs.

Call it the Socratic method of selling, but it really works.

Try it next time you are trying to close a sale. Ask good questions, let the customer do the talking and watch them close the sale for you.

It takes a bit of discipline. We all want to show how good our product or service is and tell how much we can help the prospect.

But I guarantee, speak less and sell more and you will move your business to the next level.