Sometime it's hard to say NO? So don't say it then! - Selling Skills ...

Are you aware that whenever your lips form the word NO you are building a barrier?

Sometimes a barrier is needed and that?s when saying NO becomes valuable; there are requests, attempts or situations in life that go against your principles, like selling drugs or weapons, that you must reject clearly and with no space for misunderstanding. These are the cases where you must not be afraid to break the flow of a conversation, and even to break the level of rapport (if any) you have with the person you are talking to.

The problem comes when you find yourself saying the word NO often and repeatedly in situations where you would like to build rapport, encourage a conversation and perhaps sell your products and services to a client. That?s when you don?t want the smallest barrier between you and your interlocutor.

If a customer says to the salesperson, ?I like this shirt; do you have it in blue?? and the shirt is not available in blue, then the typical reply is ?No, it?s not available in blue.?

WRONG!!!!

How do you think the client (unconsciously) feels?

The answer is he/she feels REJECTED.

In fact, the moment a person?s brain perceives the word NO, it immediately shifts to a defensive mood?despite the reasons or the relevance that such a refusal has on his/her life.

What would be the right approach or answer then?

Something like: ?This shirt is available in pink, and in white with red stripes; would you like to try those?? works much better.

You understand that it has nothing to do with your sincerity nor with your straight forwardness; the blue shirt is not available and no one is lying about it. The only difference is that the salesperson in this case is not somehow contradicting the customer or refusing him something.

Unfortunately, most of us weren?t taught this at an early stage of life, with the result that we end up saying NO so often that we barely realize it.

In my job, I often do mystery shopping, and I make a point of asking for something not available to see how salespeople react.

You might be surprised to know that they use the word NO over 90% of the time!

Client: ?Is this car available immediately?? ? Salesperson: ?No. The lead time is 3 weeks.?

C. ?Is MS Office suite included in the price of this PC?? ? S. ?No. You have to buy that separately.?

C. ?Can you give me a discount?? ? S. ?No. Our prices are fixed.?

What would YOU have answered to the above requests?

Try this (difficult yet rewarding) exercise:

Set up one hour of the day for one week where you make a point of avoiding saying NO, without changing the meaning of your answers.

Something like:
?Can we meet tomorrow at 11am?? ? Instead of saying, ?No, I have another appointment scheduled then, can we meet at? 12noon?? you would say, ?12 noon would be better as I have another appointment at 11.?

As you can see, it?s all about a small change in the construction of the sentence that gives a completely new flow to your conversations.

Try it for a week and let me know how it goes. Chances are that by the end of the week you?ll have noticed an overall improvement in your relationships and your sales.

To your success!

Carlo

Source: http://www.sellingskillsempowerment.com/blog/sometime-its-hard-to-say-no-so-dont-say-it-then/

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