The hardest thing to say to a customer is: “No”
It is just so easy to say “Yes” upon all questions of your potential customer as you have been working and have put in effort since long.
On the other hand it takes courage to say: “No” as this might kill your sales instantly.
Not feasible obligations
Saying “Yes” implies an obligation or obligations that you or your company need to deliver.
Obligations that might not even be feasible.
If you have said “Yes” and it is not feasible then you can:
- Try to explain to your prospect the complete picture.
- Pass on the problem to engineering, development, production or logistics: thus it becomes their problem.
- Still tell the customer it is not feasible and negotiate a different conditions.
In any case the costs involved for changing your “Yes” with all the false promises into “No”, will probably costs the company more than immediately telling the truth. Moreover your company can lose its’ image.
The power of “No”
Telling immediately “No” requires:
- The right sales skills for explaining and convincing
- The conviction in your products and solutions
Recognized market leadership can help a lot in these cases.
If you succeed in saying “No” then you have power and are leading the sales process.
It’s the power of “No”.
Actually buyers and decision makers might just like your honesty.
How hard is it for you to say “No” during a sales process?
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