The Art Of Saying ‘No’ In Sales
April 18, 2017
April 18, 2017
A Sales Executive said, “I made it a policy to say “yes” just about every time, but instead of being rewarded for it, it seemed I was being punished all the time. The more my clients heard “yes”, the more they demanded, and the more chaotic my life became.”
Being a sales executive is not easy, he has to manage a lot of uphill tasks and listen to customer query now and then. Sometimes it becomes really confusing for a sales executive to think between, whether he should agree with the client or just say ‘no’ as he might lose his prospective customer when disagreeing with them. Fears make a sales executive to always say ‘yes’ or some think that to maintain the relationship with them is this strategy.
- Fear of losing a client
- Fear of being judged wrongly
- Fear of making your client feel bad
In order to make clients happy, a sales executive often say “Yes” to them and therefore forget the consequences caused after saying a ’yes’. Research have even found out that those who have difficulty in saying no, are more likely to experience stress, burnout, and even depression.
Most of the time a sales executive words to its customer are not trustworthy but the promises are often broken just like a bubble. When a bubble is blown out it tends to get burst after some time, the same happens when a sales executive promises too many things to its customer, a time comes when it tends to break.
How to overcome these problems? Learn the art of saying ‘No’!!
Check out few tips that can help you in overcoming your fears and how can you say ‘No’ easily to your clients.
Tip # 1 : Know Your Boundaries
Being a sales executive while talking to customers, you should know your boundaries within which you have to talk.
Suppose, while talking to your customers when you turn them down then you have to deal with the consequences which may make you feel irresponsible but what if you say yes and you cannot take that responsibility afterward. So, it is clever for you to say that you cannot do it beforehand. This will not make you any less or weak but instead of taking the pressure afterward you just can say simple lines like,” It sounds like I’m not the best person for this task”.
Tip # 2 : Promise Only That What You Can Fulfill
It is often considered customers are god and some people think that to say no to customers makes them unhappy which might make them loose. But, what is the use of promising unrealistic things when you cannot fulfill it? When you have learned how to say ‘no’ to your customer then the ball is in your court. Making them available even after saying no is the key. But instead of saying yes and you cannot fulfill their demand makes your bad image and may have some ill consequences. You can say, “It is not with me still I will try to look into the matter”.
Tip # 3 : Provide A Long Dedicated Explanation
Every customer may not understand the same way, some may want full details about your product or service so that they may feel assure that they are spending their money at the right place.
Suppose, When your customer is mad at you and want you to look into the matter, then instead of yelling at them and saying yes without giving a thought but provide them the reason of such situation and a lengthy and dedicated one. This will make your customer feel that you are talking genuinely and his money is in safe hands.
Tip # 4 : Don’t Let Customers Push You
Customers often know how to make their work done, even the right or wrong way. When customers force you that is when they want a certain work to be completed and they insist you to do it, even if you are not capable of doing it.
By not letting them push you ultimately helps you, as one cannot work on something forcefully. Be humble, respective and show sweet gestures that make them not to cross the line.
Tip # 5 : Keep A Counter Idea Ready
When talking to your customer, it is not easy for you to always agree with their terms and conditions. There are some or the other points which need to be taken care of.
Suppose, a customer demanded something unusual from you and being a sales executive you have to come up with another counter idea so that your customers won’t feel offended and agree with your another idea. This also makes your side stronger and helps you in making your customer happy.
I Hope after reading these tips, you will remember that saying “no” to off focus requests allows you to focus on those that are in focus.
Some Don’ts While Conversing With Clients
These are some don’ts which you should avoid while conversing with your client.
The strategy is simple, what you need to do is to be a little respectful and sweet towards your clients. Saying ‘no’ to new commitments makes you focus on the already said ‘yes’ commitments.
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