Some buyers can be served, some not
When hunting, most leads end in No
While others wither at rejection
The Master Seller smiles with each No
The more No’s the more Yes’s
Seek the No
to find the Yes
Universal Principles For Selling Professionals
Universal Principles For Selling Professionals
Some buyers can be served, some not
When hunting, most leads end in No
While others wither at rejection
The Master Seller smiles with each No
The more No’s the more Yes’s
Seek the No
to find the Yes
The Tao Te Ching of Sales 
Hi Pat – One of the hardest things I had to learn in sales was to ask the hard, scary questions that could lead to a “no”. There is a tendency to get happy ears and only hear the “yes” and then waste time with a lead that is not a good fit. Now, I want to understand why the customer must act now before I spend any time. The sooner I can weed out the weak leads, the more time I can spend on the real deals.
This is so true. It’s a case of matchmaking. If you don’t have what they want or need its better for everyone to part ways and move on.
Sorry if this was posted twice…
Asking the tough questions that could lead to a “No” is one of the top things to master in sales.
When I first started in sales, I had “happy ears” and only seemed to hear the “yes” from leads. This would cause me to waste time with leads that eventually got to a no but wasted time first.
Now, I ask the scary questions (e.g., Why do you need my solution now?) right up front and actually seek out the no. This allows me to spend more time with the good leads.