If I had a method for you that, when applied consistently, will likely give you back a full work day of time, and perhaps even create the conditions to really enjoy your leisure time on the weekends without thinking about work, would you want to know about it?
Now, of course, if you’re interested in learning how to actually do that step by step, that’s going to cost you. But I want to help alleviate some of the suffering you might be experiencing around prospecting.
Consider this: there is one answer that most salespeople want – yes.
Salespeople don’t like to hear no, don’t know how to ask for referrals gracefully, and often leave phone calls, appointments, and networking meetings, among others, without a clear next step with that person.
Do you recognize that leaving a meeting with a clear next step is not just a sales best practice but a professional and life best practice? When appropriate, and always when necessary, obtain clarity around next steps with people. Sometimes it genuinely won’t be relevant. But when it is, we need the skill to clarify them gracefully.
Here’s the Sandler Rule: You Don’t Learn How to Win by Getting a “Yes,” You Learn How to Win by Getting a “No.”
Just for the hell of it – practice questions to get the prospect to say no. Because here’s the truth – we save time by getting clarity. If the prospect is going to say no, I would like to know that as soon as possible and with the least amount of time and energy invested into that opportunity.
Remember where we started all of this – saving time. We only have so much time in the day. So as you go forward in your sales process, work to incorporate these two ideas – 1) add questions to your repertoire that disqualify the prospect, and 2) mentally make it okay to be receiving “No” as a positive outcome of the sales process.
As you start to collect more Nos, instead of maybes or think it overs, I imagine you will start seeing more time on your calendar to prospect for new opportunities with buyers who are qualified.
Until next time, good selling.
Ryan Kwech
