I ran into an interesting website the other day that really challenged my way of thinking about sales. I have always believed that you need to do everything possible to assure that your customer will say “YES” to the sale. You need to reduce objections and put your product in the best light. Everything should be positive and the whole goal in to get to “YES.”
But that’s where I would stop.
That’s where I would walk away.
I have a yes.
I have a sale.
And … I would walk…
Unfortunately, according to Richard Fenton & Andrea Waltz, I just did my customers a great disservice.
I just left half of my potential sales on the table…
I walked away too early
I missed out on greater profits..
I walked out before my customer said NO!
Their premise is you need to keep selling, adding value, and increasing the proposition until your customer goes beyond Yes and says NO.
Instead of selling one book, you sell two at a discount.
Instead of selling two books, you sell three books and a training manual.
Instead of selling just books, you offer a complete package with a DVD.
You keep going and ask your customer if they would be interested in a seminar for their workplace.
You go until NO.
They have made this proposition into a game, with the goal being to see how many NO’s they can get. With this mindset, selling can become fun.
Hey, I got 10 No’s today.
Bump the goal up…
Hey, I got 15 no’s today…
I used to think NO was the end of the world.
I used to take NO’s personally.
Now a NO can be a good thing.
Now a NO can be a sign of success.
Because for each NO, there will be a lot of YES’s along the way.
Be sure to check out their website for some amazing ways to use this strategy to increase your sales… and more importantly… make sales FUN!
Question: Do you go for NO?