NO…. the most beautiful word !!

For many of us NO means rejection, opportunity lost or even end of the world. Well, but not for everyone. Take example of Arun, the star sales man of the company. When someone says no, he sees an opportunity. For any sales call, on firsthand the customer says YES he feels there is something missing .Most of the times he will right. If the customer accepts the product or service from the first presentation itself, it means he has not understood the product well. Or, in rare cases very much aware and was just looking for someone t come and ask him to buy. In the first case once the sales closure is done, the client will start realizing the limitation of the product or service which he had just bought or he will start developing a feeling that for the particular product, the price he had given was a bit high. This will start developing as an irritation and slowly even minute mistakes will be seen as major flaws. On the other hand, if he was well versed with the product and aware of the average price, then there won’t be much problem to the sales man or support team.

Now take another instant where Arun had approached a client and he said NO on first place, Arun would have gone back and done homework on why the customer said NO. Is that the product is not good? Or whether the client needs more features? Is that the client is not confident about the company? May be he is in touch with another vendor and for a bargain he had said NO? Or worst case, doesn’t he actually needs the product? This homework will help Arun to pitch the product in a different way. By adding more features or addressing his queries in a satisfactory way Arun might be able to close the deal in a win-win situation. Every potential buyer will have lots of concerns before he places the order. Some, they raise directly, some other, indirectly. So its sales man’s duty to find out why he had said NO and address it, rather than getting dejected by a NO. When a sales man gets a NO from the customer, he can be sure, if the deal happens, it will be a genuine one and the prospect will be a strong point of reference for your services, in future. So take the NO in a positive way and start working around.