Deal or no deal
The meaning behind yes and no
Is a no deal bad? Most sales people are disappointed when the customer’s answer is NO. But almost everyone forgets the next steps. If you buy a bicycle, car or house, the chance is naturally smaller that someone will come and buy again next week. But for most products and services, everything is about first impressions.
Perhaps what is offered is now too expensive, or the competitor was just a bit more impressive. But also think of reviews from others that people are guided by. Having a conversation about the wishes of the customer and saving them can sometimes lead to better results.
Every deal is ultimately an emotional decision. Only price is not leading. Everyone knows this, but dealing cleverly with NO is difficult. From my own experience I know that even with NO there can still be a YES in the air.
It is important to save information. Most sales people ask but don’t listen. Listening is 90% of a deal deal. Knowing in advance what the customer is up with, what challenges he or she wants to have solved are all buying motives when you use them correctly.
NO, becomes a tricky when you actually don’t know why? I therefore always ask for an appointment to evaluate in advance. From experience, the no can sometimes turn into a yes. Why? People act on emotion. Talking openly, exchanging tips and sharing experiences creates a relationship between customer and supplier. You can build on that without it becoming unnatural.
In larger companies you often hear the word Tenders fall or tenders. In my view, these are agenda samples. Schedule them! When do they come, because then you must have been at the table at least 6 months earlier. Schedule them! In terms of work, it is often quite a bit of information that needs to be collected. Schedule them! To brainstorm with a team of colleagues about an attack strategy. Schedule them! Take the time to personalize the offer based on the conversations beforehand, answer the questions, but also make an offer that you think would suit them better and explain why. You want to talk and at the table. The negotiation usually starts with the best 2 or 3 parties. By being unique, personal and guts! By perhaps pressing your own offer in the “sore” places, it can help your position in the shortlist increase considerably.
For direct sales to companies or consumers I can only give 1 good tip. Capture! What has been discussed, the first, second and possibly third time. A good CRM package helps you prepare better communication.
I am sure that car dealers can do much more deals if they follow up, address and LISTEN better!