Episode 219, 5 Reasons Why Sales People Need to Say No to Grow Their Sales.

Create Sales meetings in minutes. Lisa Thal is an Author, Speaker, and Business Coach. She has over 36 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on creating sales and business meetings with fun and interesting 3-word topics to create a conversation and inspire your sales team.

 

Episode 219, 5 Reasons Why Sales People Need to Say No to Grow Their Sales.

 

Let's talk about the word, No. Since we were kids, we have heard this word. How many times have you been told no in your lifetime? We associate the word No as a negative experience. 

 

Saying "no" may seem counterintuitive for salespeople, but it's an essential part of your journey toward success. Saying "yes" to everything that comes your way can waste time, effort, and resources. In this podcast, I am going to share the reasons why salespeople need to start saying "no" so they can grow in their profession. Discover why saying "no" can be your biggest ally in increasing your sales.

 

Here are five situations we need to start saying "No."

 

Saying "no" helps you prioritize: 

As a salesperson, our time is one of our most valuable assets, so we must understand that we can't say yes to everyone. Saying "no" allows you to identify the opportunities worth pursuing and prioritize your efforts. When you say "no" to a lead, you're essentially saying "yes" to a better opportunity that matches your goals and strategies. 

 

 

Saying "no" establishes value and credibility: 

When you say "no" to a prospect, you're communicating that you have a deep understanding of their needs and goals and that you're not the right fit for them. This honesty establishes your credibility as a salesperson and creates a value-based relationship with the prospect. Your goal is to work with the clients that have allocated a budget to solving their challenges. 

 

 

Saying "no" to non-decision makers: 

We must find a way to earn a conversation with someone who can say yes. Often, we settle for a meeting with others who have no authority to say yes to our solutions. Yes, we can create allies to help us. You will have to determine how much time you want to spend with someone who can't say yes. Say no to the time wasters!

 

 

Saying "no" makes you focus on your goals: 

Every salesperson has specific goals and strategies that they want to execute. By saying "yes" to everything that comes your way, you may get off track to reaching your goals and waste time. Communicating "no" helps you focus on your overall vision and mission, taking you one step closer to achieving your objectives.

 

 

 

Understand 'No" could mean not yet:

We want to close more sales faster. We must understand that timing is a crucial factor. So, we need to understand better that No could mean not yet. They may be happy with a current vendor but open to our ideas down the road. Or they need more resources to achieve the results they need. So say No for now and reconnect when the timing and budget are right.

 

 

Say we must say No to Grow!  

In a sales environment where success is linked to our ability to convert clients, it may feel unnatural to turn down any business opportunities. But, as we've seen, saying "no" is an essential strategy for salespeople. 

 

Prioritizing, establishing value, showing expertise, saying no to non-decision makers, setting boundaries, focusing on your goals, and understanding No may mean not yet are all crucial aspects of sales that are amplified by the word "no." So, next time you're tempted to say "yes," rethink and remember that "no" could be the key to unlocking your growth.

 

 

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