Written By: Tom Hopkins
The unaware salesperson will assume this “no” means “no sale” and move on. Well-educated sales pros understand that this “no” just means, “let’s talk some more.”
As a sales professional, I urge you to rethink no. Who knows what buyers mean when they say no? I certainly don’t. That is until I ask questions. The questions I ask when I hear the word “no” are designed to draw them out, to get them to clarify, elaborate, and simply “tell me more” about what they’re thinking–keeping the sale moving forward.
Hopefully, this little lesson will help you think differently and adapt more readily when you hear your next potential client say “no.”
Tom Hopkins is world-renowned as an expert and authority on the subject of selling.…
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