Some salespeople get really good at things that
cause them to be really lousy salespeople. One
of those things is accepting no as an answer.
Now sometimes no really does mean no, like when
someone offers to serve you liver and onions.
But most of the time no means "Not yet!"
It isn't permanent, and doesn't mean you can't
ask for the sale again in a few minutes, or
tomorrow. In fact, I have trained my mind not
to even hear the word unless someone makes
it really emphatic. And even then it doesn't mean
I won't ask for the sale again.
A couple of times I have been physically removed
from a building, and one of those instances resulted
in me getting the account. Now I'm not saying that
you should employ this tactic on every call, but most
salepeople need to get tougher, and grow a thicker
skin.
I acquired one of my largest accounts by absolutely
refusing to give in. The CEO told me no well over
100 times, but I refused to hear no. Finally he just
started laughing and said he wished I worked for him.
(And in a sense I do.)
Now every time I see him he says, "And how is the
worlds most tenacious salesman today?"
"I'm having another great day Bob, how about you?"
He invited me to a sales meeting at his company
where he told his sales staff that he didn't think the
word no was in my vocabulary, and that no one
had ever stood his ground in his office like me.
That sure made me feel good, because so many
salespeople have the deal in hand and don't know
it. Very often a prospect is testing just how strongly
you believe in your product. If they can get you to
fold your cards early, they aren't going to have the
confidence to purchase what you're selling.
Hang in there until you get an emphatic no. You'll
be surprised at how much your sales will go up, not
to mention you're income.
From the big saddle,
Jim Whelan
The Chairman of the Board
P.S. The smart money is on Dallas tonight.
thejamesrwhelanagency.com
206 407 3124
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