No is not always ‘no’. Its probably ‘No, not right now.
What does that tell you? That you possibly haven’t shown the true benefits of your product or service. That you haven’t proved the value of what you can do for your customer.
Quite often no means
I don’t think I can afford it,
or
I think its too expensive
Or
How will that make my problem go away.
It is your absolute duty to make sure that you have covered off all the reasons to buy your product or service because frequently you do all the work, get the sale in the mind of the potential customer and then walk away because you just don’t take it to the closure – and quite often don’t ask for the sale.
We have a culture in the UK where we think Selling is a dirty word. Well its not, its an absolute right to sell something to someone who is looking for the solution you provide. If you don’t, the next salesman along will and their product may not be a patch on yours.
Don’t you think you owe it to your customers to make sure they get the best possible product or service and also the perseverance to not walk away at the wrong time. Which is usually just before someone’s No, turns to Yes.
