A Timely "No" Beats A Mysterious "Maybe" Every Time
For this reason, some sellers are afraid to close, which is directly asking for assent, and others fear calling back and following-up because they're concerned they'll seem too impatient and aggressive and this will spoil a deal that may have ripened with time.
But I believe it is exceedingly helpful to drive each prospect to a commitment one way or another and the sooner the better!
Just today, I exchanged email with a prospect who said he was going to take 4-6 weeks to approve my deal because he wants to do some research.
While I believe him, and he'll undoubtedly become more convinced my training methods are unique and superior, I don't want to let an infinite number of variables and distractions intrude into the consideration process.
So, I offered him a satisfaction guarantee, which is bulletproof.
It totally takes the risk out of the equation for him and for his company if he says yes, NOW.
Of course, if there's no genuine hope for my proposal, having eliminated all of his excuses, I'll learn that the real answer is NO.
But that's great, and why?
Because hearing a NO today will save me 4-6 weeks of DELUSION, of fostering the false belief that I have a good, and even increasing shot at earning his business.
This frees me from following-up incessantly, while he ducks my calls and trashes my email, chasing after what will still be a NO. I don't want garbage in my sales pipeline; if I have it, I need to flush it now.
My advice to anyone who sells is simple: Get a timely yes or no, but never settle for a mysterious maybe!
Related Tags: coaching, crm, training, ucla, usc, telemarketing, prospecting, drucker, sales seminars, negotiation seminars
Dr. Gary S. Goodman is the best-selling author of 12 books and more than a thousand articles. His seminars and training programs are sponsored internationally and he is a top-rated faculty member at more than 40 universities, including UCLA Extension, where he has taught since 1999. Dynamic, experienced, and lots of fun, Gary brings more than two decades of solid management and consulting experience to the table, along with the best academic preparation and credentials in the speaking and training industry. Holder of five degrees, including a Ph.D. from the Annenberg School For Communication at USC, an MBA from the Peter F. Drucker School of Management, and a law degree from Loyola, his clients include several Fortune 1000 companies along with successful family owned and operated firms across America. Much more than a "talking head," Gary is a top mind that you?ll enjoy working with and putting to use. He can be reached at: gary@customersatisfaction.com
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