When was the last time you were told no on a sales appointment? I imagine you hear no more than you hear yes, and if that’s you, congratulations, you’re in good company. One of the problems sales professionals often communicate to me is that they don’t understand why their last prospect just said no. They recap their sales appointment and their the process, and they can’t identify why their prospect told them no to their service or offering. Again, you’re going to be told no more than you’re told yes. But that doesn’t mean there isn’t a reason behind that no. In all my years of working with multiple clients selling in different industries, I have discovered that there is a unifying thread in all these nos.
What’s the Problem?
The number one reason a sales prospect says no is that the sales professional failed to solve a problem during their appointment. Sales professionals want to sell a product or service. They want to talk about the bells and whistles, the features and benefits. And that’s good, but that isn’t enough. They don’t spend time identifying a problem that will be solved. That is what we’re missing here.
The solution to being told no is to simply identify a problem and solve a problem. That’s it. Every sales process or sales methodology will have a various way to explain it. They’ll have various acronyms that’ll help you identify it. But the bottom line is that when you’re meeting with a prospect, identify a problem, solve a problem. By solving a problem, you will sell a product or service. That is it. The greater the problem, the greater the product or service you can sell, which leads me to the next step.
Quantify the Problem
You have to go beyond solving the problem. You have to show that you’re offering maximum value. You must not forget to quantify that problem. Here’s what I mean. Identify the problem you can solve that is costing a prospect money or time, and put a value on it. Because if you have a $10,000 problem and you have a $10,000 product, that is a net neutral. If you have a $10,000 problem and a $100,000 product, your prospect will not see any value. If you have a $10,000 problem and a $1,000 product your prospect will see value in your product, service or offering.
That secret right there is all you need to know to apply into your next sales appointment. Solve a problem, get your prospect to acknowledge that that problem is costing them time or money, and quantify the problem for your prospect. Present a solution that will solve that problem, and make a sale. The number one reason your prospect says no is you’re not solving a problem. When you start to solve a problem, you’ll get a higher percentage of people telling you yes.
If you want to sell a higher revenue product, then you have to solve a higher revenue problem. Don’t forget that. Quantify your problem. If you need help with this, go ahead and reach out to me. Comment below. You can also text the Catapulting Commissions community at (661) 228-8967. I’d love to hear from you