Go for No! Audio Book By Richard Fenton and Andrea Waltz

Go for No - Can You Sell Anything by Going for No?

What would happen if you made it a goal to go for no, instead of trying to get more yeses from your prospects? You might think this is not a very practical idea, but you should think about this: most salespeople are not earning very much when the cash comes in their bank account. There are only a few salespeople who make really high commissions and collect the big checks. What would happen if the only secret of these salespeople was that the key of getting more yeses was the "go for no" approach? This is rather hard to believe, but there is much truth in it.

Why Go for No Helps Boosting Your Sales

If you have experience in sales, you are really good at dealing with flat out rejection: you just forget about it and move on. You probably also know that the indirect rejection is much harder to handle: you can loose a lot of your energy and momentum with it. The more energy and time you spend running after the people who say "Call be back," "need to talk to my wife, my friend, my dad, my mom, consult my horoscope", "need to think about it,", the less motivation and confidence you will have when dealing with real buyers.

However you can make people be honest and "just say no" instead of blowing a bunch of smoke at you. If you can get to their real objection, it will be much easier to deal with it. Or you will find that they were not really interested in your offer, but they lacked the firmness to tell you a direct "no." Doesn't matter what the situation is, you can move on, or make the sale and get paid.

Because they don't want to "lose the sale", many sales people are afraid to use this method. So they waste their time by chasing every prospective buyer, by calling them back or hoping that the customer will call them back. If you do this, you are actually buying from the customer instead of getting them to buy from you. You buy their excuses, instead of convincing them to buy from you.

So it is better to go for no, find out what the real objection is and give yourself a shot at overcoming it. This way you will have more energy and time to work with the people who will become your customers.

Want to Sell More? You'll hear "Yes" More if You Go for No

Are you still getting a "no go" despite the fact that you are making a great presentation, you are building rapport and building value? If you feel this happens with you often, it means that you are trying too hard to go for yes. It is time to go for no. This is a superb strategy for closing more deals, despite it seems counterintuitive.

If you think about it, the "let me think about it" and the "I need to talk to (wife, friend, boss, doctor, dog etc.)" answers take your momentum as a salesperson, not the direct nos. Of you are not letting your prospective clients blow smoke and you go for no, you can get to your real buyers without losing your enthusiasm.