Try the Go for No Approach to Increase Your Sales
If you are struggling to make your sales quotas, maybe it’s time to try the Go for No approach. So much of selling is about your mindset. So when you change your mindset, you’ll change your results.
First, you need to understand that the word “No” is not a death sentence. No does not mean never. It only means not right now. No is not directed to you personally. You absolutely HAVE to hear No occasionally. No one will hear Yes all the time. You’ve heard that a lot of sales is just a numbers game, right? If you present the same offer to 100 or 500 or even 1,000 people, some percentage will say Yes, and some percentage will say No. So in order to increase your sales, you need to increase the number of people exposed to your offer.
Did you know that it’s actually difficult for someone to give you a definitive No when you ask them a direct question? Most people, especially if they have a relationship with you, will want to tell you “maybe.” They will want to delay making a decision. They don’t want to hurt your feelings. They will say things like “let me check my calendar” or “let me ask my husband,” or “maybe next month.” Now, there are several books written on different techniques to get people to say No quicker. Here’s the technique that has worked for me and some friends I have talked to:
When you get a prospect on the phone, here’s how you ask the question: “So, (Name). You wouldn’t be interested in getting some girlfriends together next week for a party to help me build my business, would you?” When you ask the question in a way that assumes the No response, you actually make the prospect think about it. They are expecting you to ask for a Yes. If they give you a quick No, you can just simply say, “That’s what I thought. But I wanted to give you the opportunity to earn our great hostess gifts just in case. So, are you going on vacation this summer …” Just acknowledge and accept the No and move the conversation along. But if they hesitate, then you know they are a true prospect for your business.
Here’s a short video that demonstrates the point that you need to get to No. If your prospect just keeps saying Yes, then you need to keep presenting offers until they want to stop buying. Don’t make the mistake of assuming they have bought all they would want if they haven’t yet said No.
Set yourself a daily goal for “No” responses. And if you find you are starting to get Yes responses, well then darn it, you have to keep contacting people until you fill your daily quota of No’s. Make it a game. Challenge yourself. It just the type of change in mindset that might make a difference.
I would love to hear your Go for No stories in the comments below.
Here’s to your success,