When you work in sales, there will be good days and bad days. I learned this early on in my career. When I closed sales, it was a great day. Not only did I bring someone new on board, but also I was that much closer to meeting my overall sales goals. The bad days, though – those can be rough. You might lose a great client and not meet your goals for the quarter. While there will always be some level of this in sales, I have learned a few tips for turning no into yes.
Here are four sales tips and tricks to help you get past the dreaded no.
1. Find Out What’s Missing
Did you know that sales reps can encounter three to five no’s before a customer says yes? Sometimes when a customer says no, it has to do with something that’s missing from the product or service. If you can find out what that is and address it with the customer, you can get them on board.
To discover what’s holding the person back, you’ll have to ask them. This can be done through a phone call or email. You can also send a survey and ask for permission to contact the customer to discuss the feedback. Even if the person decides to pass, you can use this feedback to improve your product.
2. Keep in Touch
If the prospect tells you that it’s not the right time or that your product is missing something important, this isn’t a definitive no. Later on, it might be the right time or right fit. So, keep in touch. The person already knows you, so they are more open to hearing from you.
There are many ways that you can follow up with someone – a phone call, an email or a direct message on social media. Check in, ask how the person is doing, wish them a happy holiday, etc. Keep your name front and center and stay ahead of your competitors.
3. Study Your Sales Approach
If you feel that you’re in a sales rut, it’s time to reevaluate your sales approach. There are always ways to improve your numbers, such as building better rapports and improving your listening skills.
As you review your sales approach, here are a few questions to ask.
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What went wrong with each transaction?
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What went right with each transaction?
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What is your sales conversion rate?
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What is the industry average conversion rate?
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What strengths and weaknesses do you have?
And, of course, practice your sales pitch and make it your own.
4. Don’t Take it Personally
People have a hard time saying yes to products and services because of the potential risk involved. Are they locked into a contract? What happens if they are unhappy with the service? Could they find a better deal elsewhere? In most cases, a no response has nothing to do with you. Taking it personally will only hurt you in the long run.
Being a better listener benefits you and the customer. As you see what’s holding people back – pricing, terms and conditions, lack of features – you can work on improving these issues and offering a more attractive product. And, it’s good to remember that free trials and samples work wonders!
Never take no as an end-all-be-all. Find out what’s missing and what you can do better. Not only will you gain new clients but also ones that were on the fence!
