Does frustration set in when ignored or told “No”?
I find being ignored the most frustrating of the two because it puts communication at a standstill, while being told “No” is usually an easy fix.
When you are awaiting for a response from someone but it does not come, try a variety of methods for getting in touch. Do your best to not let irritation get in the way; instead use a soft tone to hopefully encourage a response. You might begin with, “I know you are very busy…”
Think back to how they have communicated with you in the past whether it was by phone, email or you have seen considerable activity online on a particular site. If you know for a fact they are on social media, send a private message. You might leave a voicemail too providing your phone number upfront and at the end. Should none of your attempts produce a response, it’s time to move on to another.
When you receive a first “No”, it’s usually because the person does not have a full understanding of what you are offering. Ask why they are rejecting your idea and if they have had a prior poor experience. Many times this will produce an in-depth conversation where you can correct misunderstandings and provide assurances that you proceed in a most professional manner. Frequently this will save a sale.
Now consider a family run company where the officers all view themselves as the decision maker. Of course it is best to have everyone in the same room at the same time but it is not always possible. And some family members may be busier than others. Connect with each one to see where you may secure your first baby step. Build rapport and the relationship to be invited in and introduced to the others.
Lastly, in a larger corporation we are taught that the shortest path to a sale is through the executive door. However, sometimes bureaucracy gets in the way and the gatekeepers are too well trained. Long ago, I recognized this was the case at a Fortune 100 company. So I befriended a fellow literally located in the basement. Long story short, I was able to secure a very large sale building one relationship at a time.
What makes the difference between the ability to break through the fences put up or not is your game plan and willingness to persevere. Some people become humiliated and run when initially told “no”; others simply want the quick and easy sale. So the question becomes, how badly do you want it? This is the make it or break it dilemma and what also defines your personal brand.
Create a list of those businesses with whom you wish to work. Learn as much about the companies as you are able and research who in your network might know someone inside the company. Consider if they sound compatible with your philosophy for doing business and does their work sound interesting? When you can say “Yes” to both, it is far more likely they will too!
Striving to understand your prospect’s perspective first, you will encourage larger sales, repeat business, referrals and testimonials – all of which will put you on the wave of the Smooth Sale!
Author:
Elinor Stutz, CEO of Smooth Sale, (800) 704-1499; was designated as a “Top 25 Sales Influencer for 2012.” Elinor authored the International Best-Selling book, “Nice Girls DO Get the Sale: Relationship Building That Gets Results”, Sourcebooks and best selling, “HIRED! How to Use Sales Techniques to Sell Yourself On Interviews”, Career Press.
