Three Reasons Why They Say NO

No-on-blackboard-tnIt has been said that the word NO is the most destructive force in the world.

It keeps people from reaching quotas, achieving goals, and pursuing the life of their dreams.

Editor’s note: This is a guest article by Liz Wendling who is a Business Coach, Sales Expert and Emotional Intelligence Coach. You can connect with Liz on Facebook and Twitter.

As a sales person hearing NO or business owner saying, NO the impact is the same.

No one likes hearing no and no one really likes telling you no.

In fact they would rather lie to your face than tell you NO.

What if you could change that?

What if  the word “NO” did not stop you dead in your tracks and actually became one of your most powerful sales tools?

What if, starting today, every time you heard the word NO you became stronger…more powerful…more resilient?

It is possible if you stop letting the word “NO” derail your life, business and success.

There are many reasons why potential clients may be reluctant to tell you “no.”

Here are just a few of them:

1.)  Many people are nice and don’t like to disappoint others.

They think telling you “no” will disappoint you. So, they avoid disappointing you by stringing you along. Eventually they ease themselves out of the situation and won’t return any your calls. They think the truth will hurt so lying to you is easier on them, not you.

2.)   Clients may find they are unable to come up with the money required to pay for your product or service. Yet, they know you have invested a lot of time, energy, and resources in an effort to help them fix specific business problems. They think you will get mad if they tell you the truth. So, they further string you along and tell you “maybe” or “let me think about it.” (again…easier to fib than use the truth)

3.)  Clients are afraid that telling you “no” may cause a confrontation or encourage you to “hard sell” them in a last-ditch effort to salvage the sale. So, they string you along to avoid getting into an uncomfortable situation. (again…lying to another human being is easy)

If a potential client can’t or won’t buy, a great salesperson wants to know as quickly as possible.

If you stop investing your time on customers that can’t or won’t buy and instead use that time to find and work with truly qualified customers, you will be rewarded with a significant increase in sales!

Editor’s note:  Thanks, Liz, for a great article.

I’d love to know how you qualify a prospect so you can stop wasting time with people who are stringing you along.

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