How can you turn 'no' into 'yes' with your clients?

I'm afraid too often sales reps hear 'no' because we focus on deadlines & goals instead of being the best solution for our prospects and clients. This is why we often fall short in the sales process. First, take time to truly listen to the prospect. Identify their pain points and lean into the way these challenges are effecting their day to day. Learn about their budget, their timeline, their approval and implementation process. Then, suggest the solution that is honestly the best fit for their current need. Be sure to speak to the ways your solution will alleviate their challenges while fitting into their time constraints, budget, implementation, etc. It's when we become trusted resources that we accomplish great things with our clients.

I am the customer. I am the one that buys. I can like you as a person. But I will still have no concern for your sales goals. I am looking for solutions. You may not have a solution, or it may not be viable based on my infrastructure or capital available. Often vendors do not take the time to understand the need and the limitations.

𝐀𝐝𝐝𝐫𝐞𝐬𝐬𝐞𝐬 𝐭𝐡𝐞 𝐑𝐨𝐨𝐭 𝐂𝐚𝐮𝐬𝐞: The first step in turning 'no' into 'yes' is determining why a client is expressing 'no'. Is it because they aren't interested, prepared, convinced, or satisfied with the offered solution? 𝐏𝐫𝐨𝐛𝐥𝐞𝐦-𝐒𝐨𝐥𝐯𝐢𝐧𝐠: We should ask open-ended questions, listen carefully, and empathize with their concerns. Remind the client that your purpose is to identify their needs and demonstrate how you can specifically meet them. Identifying the source of their 'no' allows you to tailor your response to their needs and pain points. "𝐖𝐢𝐧-𝐖𝐢𝐧" 𝐌𝐞𝐧𝐭𝐚𝐥𝐢𝐭𝐲: Builds trust by demonstrating that you value mutual benefit over making a sale.

This statement emphasizes the importance of empathy and active listening in sales. Understanding the client's perspective and addressing their concerns individually can significantly improve the chances of changing a 'no' into a 'yes'. Effective communication and personalized responses are key in building successful client relationships.

Repetition is key. When you keep on them it shows a belief and resilience in your product and eventually they may buy. Many times I have found that customers may not buy at first but eventually they may end up buying if you stay on them.

Take good notes. Provide your value add statements in full sentences. Repeat back what you’ve heard, so they don’t need to assume you’re listening. The more you can be clear in proving you are listening and care about their needs, you are building value. “When we discussed {x}, you told me {y} is most important for you to hit {z} goal. If {solution} could help you reach {z} by helping with {y}, would that be worth investing/partnering with us on {x}.” Or “I understand {a}, {b} and {c} are most important to you. And your budget is {Y}. If I can get you {a}, {b} and {c} and keep the the price right around {Y}, do we have a deal?”

In managing sales, it’s very common to see Sales professionals “get in their own way” The term “Always Be Closing” has gotten a bit of a bad rep in recent years. However, when your customer is ready to go, use urgency to make it easy for them to move forward. It’s not about “pressure” it’s about efficiency. Your objectives are to help your customer get what they want quickly and on time.

I think this is also about efficiency. Asking for the sale at the right time shows your competency as a seller. It signals to the buyer that you understand their needs and have a solution. One of the best lessons I’ll never forget was my first sales job (automotive), after learning the technical specs of our lines of cars, an experience manager pulled me aside and told me, “most customers don’t care about the suspension, they just want to know if they can get one in red” I learned not to create additional obstacles, or disclose more than the customer cared to know. Rather, identify what the customer WANTS and ask for the sale once we’ve confirmed we are a match.