Loading…

Welcome To the Savvy Sales Lady Community!

The Science of Mindset with Sales Education is Sales Savvy Intelligence
Click here to learn how my workshops can transform sales!
When a Buyer says no

When a Buyer Says “no”..Learn the Five Hidden Meanings

When a buyer says “no” is that it?  Does he mean “no” or is he simply hiding the real reason from you?

Consider this…many times a closing opportunity is missed because of assumptions….even when the buyer says “no.” Salespeople accept the ‘no’ response without even so much as an inquiry into why the buyer made a ‘no’ decision. Are you making an assumption that the buyer’s ‘no’ is a real no without any inquiry? 

Here’s an Insight

People are negative by nature. WHY? Because it’s been drilled into our heads since childhood! Babies are not born negative. Babies grow up to be negative due to their living environment called a family.

As a child, how many times did you’re parents say NO during any given day? If your parents were like mine….often!

“Mom, can I go out and play?”

“No, it’s almost time for dinner.”

“Mom, can I read a book?”

“No, it’s time for bed.”

“Mom, can I walk home from school?”

“No, you’re not old enough”

You and I have been conditioned to say ‘no’ including your buyer!

“No” is an automatic response. Dr. Amen calls it “ANTS” (automatic negative thoughts)

It’s true…you’ve been conditioned to automatically respond by saying

“Thank you, but I’m just looking”

“I’m fine. I can find what I need”

“no, I’m not staying long”

Here’s a deeper truth…

When a Buyer says NO                                                                     

  • Chances are there’s more than one decision maker (they are told to say no by the real decision maker)
  • They won’t admit they don’t understand what you’re selling.
  • They have uncertainty. (afraid to make a decision mistake, so it’s easier to say ‘no’)
  • They really see no need for your product or service
  • They can’t afford it

So will the real NO please stand up!

Instead of accepting a ‘no’ without inquiry, I’d like to challenge you to do this….

Next time a buyer says ‘no’ follow with this…

I’m curious, why do you feel this (product or service) isn’t right for you?

Watch for Body Language

Watch the buyer’s body language, and listen to the buyer’s tone and words.

Even over the phone, you can almost feel someone’s body language. Have you ever talked to someone over the phone who is smiling? You can hear the smile and feel it!

In an article for Entrepreneur magazine, titled “Closing the Deal is as Easy as a Smile” Jesse Torres states..

if an entrepreneur is making a pitch and genuinely smiling, his or her positivity and warmth will be conveyed to the other party, improving the odds for closing a deal.

Guy Kawasaki addresses this in his book Enchantment:

“Smiling sends a very clear message about your state of mind, not smiling creates an opening for many interpretations, including grumpiness, aloofness, and anger.”

Keep in mind, the buyer is observing your body language too! 

Too many times well-meaning salespeople leave money on the table because they accept the automatic response of ‘no’ without any inquiry into the buyer’s decision.

Here’s a break down of when a buyer says NO

  1. Chances are there’s more than one decision maker (they are told to say no by the real decision maker) This can happen often. I call it the decoy decision maker. A decoy is sent to handle the appointment in order to gather information. Many times the decoy is given a strict agenda on what she/he can or cannot approve. The body language may be looking at the clock or her watch, not giving you direct eye contact, or appearing distracted
  2. They won’t admit they don’t understand what you’re selling. In B2C selling, this can be a frequent occurrence, especially when selling complex products, such as insurance or investments. The buyer would rather say ‘NO’ than admit he doesn’t understand. It’s critical that you explain the product in simple terms. The clue here is, the buyer will not ask questions. The body language will show nodding the head and be appearing engaged, but when you ask for feedback or questions, the buyer will appear to understand and will have no comments or questions. This is a clear sign the buyer doesn’t understand.
  3. They have uncertainty. (afraid to make a decision mistake, so it’s easier to say ‘no’). The body language of this buyer may be facial expressions of confusion, looking away, or fidgeting. The buyer is reacting out of fear of making another buying mistake. You haven’t developed enough trust and rapport with the buyer to help him buy. 
  4. They really see no need for your product or service. This buyer will be very direct and want you gone as soon as possible! If they see no need for your product or service, you may want to evaluate your qualifying process or you didn’t show the value in what you have to offer.
  5. They can’t afford it. This again is a qualifying the prospect problem! When the buyer talks price right away, this is a clear sign the buyer may not be able to afford what you offer.

Challenge

This week during your sales calls, explore the ‘no’ response with the buyer. Be sure and ask…

I’m curious, why do you feel this (product or service) isn’t right for you?

If you’ll accept the challenge this week, will you tell me in the comment section below? Commit to it!

Related posts:

One thought on “When a Buyer Says “no”..Learn the Five Hidden Meanings

Leave a Reply

Processing...
Thank you! Your subscription has been confirmed. You'll hear from us soon.
Yes! Thank you for joining!
So happy to share my free newsletter with you, full of insights, and inspiration.
ErrorHere