Sales professionals love to hear buyers say, "Yes."
- Yes, I’ll meet.
- Yes, I'll let you quote on an opportunity.
- Yes, you have the order.
Every time the buyer says this magic word, you have a golden opportunity to improve your selling skills. Spend a minute and think about the situation. What went right? Why did you do to elicit a positive response?
When we hear a buyer saying no, we think about it. We ask ourselves, "What went wrong?"
When we hear a yes, we need to ask ourselves, "What went right,” because that knowledge also serves us well.
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