Why getting a “No” is second best after Closing a Deal
Close deal – Maybe – No
The best thing that you want to happen is to “Close the Deal”.
The second best that can happen to you is getting a clear “No”.
If you get a “Maybe” then you are nowhere and you have to invest more time and effort in the sales process in order to stay in competition.
Hence this sales process can go on for weeks or even months:
- Not knowing what you are up to
- Not knowing if you have to invest more time and effort in the potential customer
- Not knowing if you have to quit now or later
This uncertainty will make your overall sales efficiency decrease as it will bother you.
Hence the best thing after a “Deal” is getting a “No”.
That will end you investment and waste of time and capacities.
However in the case you see a future opportunity you need to continue to contact the company.
How to get the “No deal”
The problem is to force the potential customer to say “No” in order to allow you moving on – instead of:
- Maybe
- Soon we will make a decision
- We have some more questions
- This issue needs to get explained
- Can you give more details on
- Do you have other references?
- Would it be possible to implement these features?
- We want to see another competitor before our decision
- Can you demo to the VIP from the headquarters?
- …
All these will require more time, effort and money to be invested in a deal that might never going to close.
Forcing the customer can only be done by
- Asking straightforward and hoping he is honest.
- Asking contrary questions and see how they respond to them
- Asking a sequence of eliminating questions
You should feel if the manager or director is still motivated to sell your solution to his company management.
Getting a “No” is not so bad: relieved
Getting a “No” is not as bad as you stop the bleeding of money.
It stops the worrying.
Allows you to focus on the next deals.
Without a “No” you need to:
- Go back to your management to ask for more investment based upon the chances of succeeding
- Motivate your coworkers again to present to or to work on this prospect further.
Getting the “Deal” gives you the victory and getting a “No” releases you from continuing to invest time and effort in the lead.
If you get the “No” ask why and analyze the reason with your team as it can be used for the next prospect or lead qualification.
Have you ever feeling relieved when getting a “No” ?
