Getting a “No” should not be the stopping point for your proposals. No’s are frequent in life. However, following a disciplined process of listening, rebutting and closing can improve your chances of overcoming the “No” and moving forward with the sale.
- Listen and dissect the objections
Tease out the specifics and replay them back to your counterpart. Get confirmation on what’s in the way of making a deal. Seek clarity in the form of specifics so you know what you have to manage.
2. Use Facts to rebut the objections
Brute force or charisma alone are seldom sustainable solutions to overcoming objections. They usually fall down and reverse themselves at the next level of approval. Instead, rely on context, analysis and understanding to overcome the objections. Be thoughtful and change misconceptions, articulate benefits, achieve a 2 way exchange of value (symmetry).
3. Closing a sale
A critical part of closing a sale is realizing that once you get the sale, Be disciplined and Shut up! There is no point in reopening the discussion. You can only re-lose the opportunity.
Sales is a profession. Mastering a disciplined approach will greatly enhance your chances of success.