Just Say No

If you’re not in a sales position, you might find this next statement hard to believe: Salespeople want to hear “no”.

Ok, so truthfully sales people really want prospects to say yes, but we all know that’s not possible 100% of the time. But instead of saying yes or no, clients many times send salespeople “toward a most useless place: The Waiting Place,” to quote Dr. Seuss.

The problem with the Waiting Place is that a salesperson can burn up a lot of time and resources wooing a client that knows the answer is inevitably going to be no.

So how can a salesperson get down to nuts and bolts to come away with a definitive answer?

First, you’ve got to be sure you’re talking to the decision maker. If not, you’re wasting your time; if so, be sure you’ve asked that yes/no question. It’s possible you just haven’t asked for the sale plainly enough.

If you can’t get a definitive answer by asking, then assume the answer is no. The prospect is likely stalling because he is uncomfortable and/or doesn’t want to hurt your feelings. Move on, but (depending on the situation) consider checking back in from time to time.

For all of you decision makers out there, hear this: a sales person’s time is valuable, too. Be respectful and tell them no if that’s your answer. You have a reputation to keep up, and stringing along a salesperson (or being rude) could come back to bite you. Remember, a salesperson's job is talking... to lots of people... who could very well be your prospects, too.

-Brian, Emogen sales strategist