Wednesday, June 22, 2011

A to Z Guide to Selling More: Y is for Yes

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.

No comments: