Controversial or Groundbreaking

Why would you want to teach your prospects to say no?

Especially when most businesses are afraid of hearing the word no. When you make it clear that prospects can say no, your sales process actually works better.

• IT BUILDS TRUST. Your prospects will feel more relaxed when they know they’re not being pushed or sold too. When they feel they can make their own decision in their own time, they will feel more comfortable and are more likely to say yes.
• IT SAVES YOU A LOT OF WASTED TIME. How many times have you been fobbed off, putting the prospect into a call-back loop because they haven’t felt comfortable saying no and always have an excuse? You end up chasing messages, spending valuable time with prospects who are not ready to proceed.
• IT CONSERVES ENERGY. If a prospect says no, it isn’t going to hurt your feelings; “no is a positive answer”. It is actually helpful and allows you to move on to someone who is ready. Not focusing on energy sapping negativity.
• IT REFINES YOUR IDEAL CLIENT MATRIX. It may mean they are not the right type of client. If you haven’t completed your Ideal Client Scorecard, this is a good place to start.
• FUTURE PLANNING. It is also important to remember that no doesn’t always mean never; it may mean not now. Discuss when the time might be right and diary.

Remember

No is a positive answer, so don’t be afraid of it. It will give you control and clarity, leaving the door open for you to work with the right people