Qualifying Sales Prospects: Fall in Love with “No”
Why “No” Is Powerful When Qualifying Sales Prospects
Have you ever wanted something that you can’t have? Of course. Force your prospects to think of the value you bring to the table by going for the “no.” Get comfortable hearing this phrase and learn how to use it to your advantage when qualifying sales prospects. “No” can also help you eliminate unqualified prospects to avoid wasting your time and theirs.
It may seem counterintuitive, but countless studies have shown that humans desire what they can’t have. When we go for the “no,” we force a prospect to think of the value we bring to the table as salespeople.
Ask yourself – are they really interested? Will something more come from this meeting? Don’t be afraid to go for the “no” and get comfortable with hearing it. It will stop you from wasting your time with unqualified prospects. There is no reason to chase a rabbit that you will never be able to catch. Remember it is not a sin to lose a sale, but it is a sin to lose a sale for a reason you should have known about earlier.
I learned this concept a few years ago, especially when I was vulnerable to “Think It Overs” (TIO). I would get TIOs at several stages in the sales process:
On the initial call, when they told me they wanted to think it over and asked me to call them back
At the end of our initial meeting after saying our solution is something they should consider
Or after the final presentation when they needed to discuss the proposal as a group
Your potential buyer will tell you that they need to “think it over” because:
They really don’t intend on making any changes, but you impressed them with some information that they want to take to their current provider.
Or they want to let you down easy. Telling you they want to “think it over” gives you hope and gets them off of the hook until the next time you talk.
To fix the problem, you must eliminate “think it over” as an option for your prospect!
Let your prospect know that when you finish the next meeting, next conversation, or the final presentation, they will have everything they need to make a decision then and there. You can tell them that you will be prepared to answer all of their questions and when you are finished, they will be in a position to make a decision – a “yes” or a “no.” Then, simply ask what objections they have to that process.
No hard feelings. Nothing personal. Just business.
Author:
Alex Cole-Murphy, Sales Development Expert
Anthony Cole Training Group
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