When do you take "No" for an answer?

Originally Posted by Gary Boye In treating it as such, what would you say? I said that I would say "What does that mean?" What would you say?

"What does that mean?" is always a good general question. If that question didn't open up the communication I would ask a more probing question depending on what I thought the unvoiced concern might be.

For instance, if I thought the stall was because of price I might say, "Tell me, is the size of the investment what you're concerned about?" or "Is the size of the investment what's holding you back?" or something else along those lines.

Originally Posted by Gary Boye Think about that. As I recall, the conversation rate was 23 percent. And--you have admitted that you have very rarely ever heard "no". So the other 77 percent who ultimately reject your offer with other words want you to help them find a way to own your product so they can save face?

Any thing other than a flat No, is not no. It is I need more justification on why I should buy. People will stand firm on whatever decision they make. Unless you can give them new information so that they can make a new decision, they will not budge on their original statement. If they do they look like a liar. So yes you do help them save face. Also conversion rate is based on how many appointments you covered, and how many resulted in sales. Mabe the person was not there, maybe all decision makers were not present, Maybe their project could not be done. Maybe their credit was too poor to be financed. So using 77 percent as a rejection is a misnomer. The office closing percentage was 46%. my own personal close was 68%. So 32% of the people I actually gave a price to did not make a purchase. And I would dare say that all of them did not see the value in the offering or they would have purchased.

Originally Posted by klozerking Any thing other than a flat No, is not no. It is I need more justification on why I should buy.

Even then, a "no" is not always a "no" if you "know" what I mean.

Originally Posted by klozerking People will stand firm on whatever decision they make. Unless you can give them new information so that they can make a new decision, they will not budge on their original statement. If they do they look like a liar. So yes you do help them save face.

Without a doubt!

Originally Posted by SalesCoach Even then, a "no" is not always a "no" if you "know" what I mean.

I agree. In fact, a flat out "no" is so rare as a response is sales that it bears examining. In my experience, it is easier to convert that prospect into a sale than prospects who resist in other ways. However, in a cold call prospecting offer, I would take "no" at face value after asking "is this something you want." But that example is more marketing than actual selling. In prospecting, time management is a critical issue.

Originally Posted by Gary Boye I agree. In fact, a flat out "no" is so rare as a response is sales that it bears examining.

Would you elaborate on that?

Originally Posted by Jackie How many times do you keep asking a prospect for the sale before you stop? I haven't had a lot of experience with this but it seems like it would be a little uncomfortable continuing to ask once someone has already said, "No".

Only once. If I get too many "I want to think about it.", I just improve my presentation.

Originally Posted by Bald Dog I believe that with good marketing and qualification process, by the time you meet buyers they are ready, it is just a matter of sorting out the details. If they are still saying no, then there is a flaw in the qualification process. So, it is a good idea to keep the funnel full, so we don't ask for the business per se when we need it but buyers ask for our help when they need it. It is a totally different dynamic. Let's remember Peter Drucker's words: “The aim of marketing is to make selling superfluous”. I think there is something here. But most companies don't want to market their stuff. They want it all right away, and hire an army of peddlers to go out to "chase 'em and nail 'em". Bald Dog

I'm a mobile tool salesman, and I have to try to sell at all times to guys who may not be interested one week, but may the next
No sometimes is no because you dont' have what they need

Pat