Sales Tip for May 2006 - Volume 2

Danny Wood is a nationally known trainer and speaker on sales and sales management.

Danny specializes in working with business owners, CEO’s and senior managers to maximize the return on what is often their most underutilized resource, the sales team.

Danny’s work has been noted for providing his clients with the ability to realize millions of dollars in additional business that would otherwise have never materialized or would have been lost to competitors.

His knowledge, experience, and tremendous respect for the Sales Professional led to his being selected by NJEntrepreneur.com to be their Sales Expert.

"I have finally gained great control over the sales process in my firm."
Marc Blumenthal - Principal
Sax, Macy, Fromm

"Our staff has new confidence and much less fear."
Richard Magid - President
Soundboard, LLC

"I can’t remember the last time I heard, Boss – Our prices are too high."
John Fernandez - Owner
Signmasters, Inc

"Our sales went up 30% since we started with Danny’s program."
Jim Margiotta – President
PBI-Dansensor America, Inc.

Secrets of Sales Superstars:
Ok with a "No"?


Sales superstars are OK with a "no". They realize that a "no" is not necessarily a bad thing. In fact, they are often satisfied with a decisive "no" and move on to the next opportunity. They avoid the "think it over" run around by uncovering "no's". There are only two possible answers at the end of the sales process. "Yes" or "no". No one will ever get all "yes's". Sales superstars accept that they will get "no's" and strive to get them sooner rather than later.

Great salespeople are not afraid of a no. Seven out of ten sales people have a fear of rejection. They feel that the "no" is a rejection of them and take it personally. They are hurt every time they don't get the deal regardless of the reason.

Sales superstars know that a "no" is not a rejection of them. It is a rejection of the product or service. This doesn't mean the sales superstar doesn't take blame if they missed the mark or didn't present their product or service well. It simply means that they don't take the "no" personally, find out what turned the prospect off, and take a lesson learned from it.

Don't be afraid of the prospect saying "no". In fact, make it one of your objectives. A decisive "no" is often a victory. Too frequently we settle for a "think it over". Most times a "think it over" is a "no" we never heard. Instead, we waste time tracking the prospect down until we annoy them into telling us they are choosing not to use our product or service.

If we get a definitive "no" then we can part amiably. There is also potential for a lesson learned and we know the real status of our pipeline. As a bonus we don't waste time chasing a prospect that has already decided that they aren't going to do business with us. Be a sales superstar, be OK with a "no". If you aren't you'll find yourself avoiding getting them, which is going to waste a lot of time and effort.
 

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Danny Wood Enterprises, LLC
201 Route 17 North, Suite 300
Rutherford, NJ 07070
Ph: (201) 842-0055
Fx: (201) 842-0789
 Danny@DWESalesGrowth.com
http://www.DWESalesGrowth.com