Nine Reasons Why Master Salespeople Love Hearing the Word NO!

Submitted by Mitch Seigel on Wed, 5/07/2012

1. Master salespeople are not afraid of objections by clients. They encourage their clients to get any doubts about the investment in their product or service out on the table....

2. Master salespeople know that when they hear the word no, they are one step closer to the sale. All they need to do is answer the objection of the client.

3. Master salespeople have a bigger fear when no objections are voiced by the client, feeling that there must be something being considered that is a hidden objection. This is when the master salesperson uses their knowledge and skills to ask open ended questions to get the clients to talk.

4. Master salespeople are prepared to answer any and all questions about their products or services. This is not done without constant research and preparation, especially when there is change to their own product or service.

5. Master salespeople prepare for common no’s given to their products and services, especially by industry category. They have examples of successful clients to show their prospects, backed by testimonials.

6. Master salespeople start thinking about the commission they will earn when they make the sale!

7. Master salespeople have written documents supporting the benefits of their product or service; on their desk if they are selling on the phone, and in their brief case if selling in person.

8. Master salespeople know that if they are comfortable with the sales process, they will have comfort in discussing the objections with each and every prospective client.

9. Master salespeople are called master salespeople for a reason; they face any client head on because they are so confident of their knowledge and ability to present their products or service s in a way that solves their client’s problems.

I separate salespeople as master salespeople if they consistently are prepared to face the word no and answer each and every objection without hesitation or reservation. Are you a master salesperson?

What are your challenges when it comes to hearing the word no? I look forward to hearing your comments. Until next time …