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Is it something personal?
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"No. We won't buy from you." What do you feel when you're in a sales conversation and hear that? That it's a No against you? That you didn't convince them enough? That you weren't good enough to close the deal? That your offer is sub-par? That you... . . . It's hard hearing a No. Until you seek for it. Hearing a No felt like something against me. That if I didn't get a Yes, then I wouldn't be as good as I could have thought I was. Or that I lacked the competence. It felt personal. Then the flip happened. "No" is the second best answer you want (the first one is "Hell, yeah! Let's close this deal!"). It helps you discern where to focus your efforts. It helps you help them go for something that works for them. It helps you be more confident. It helps you be seen as the expert. It helps you. |
Rod Aparicio
Get one tip, question, or belief-challenge that just might change the way you market, to help your customers buy. A *daily* email for b2b founders on improving your business —without the bullshit.
Once again, Genevieve Hayes came up with a follow up to yesterday's message: The Elephant. "I think Jerry Seinfeld expressed this one best:" This is what got me to stop passing my problems forward and making them the problems of "future me". Mic drop, Genevieve.
There are situations that can be VERY stressful —within your business, with your prospects, with your clients. Kicking them down the road to not deal with them feels tempting, and you might even feel like they're avoidable. They're not. Sometimes they're an elephant stomping and charging your way. Because you put your hands in front of your face won't make them disappear —and certainly won't stop them. Make the decision. Take the decision. You already know what to do. And it's a simple...
A discussion with Dr. Genevieve Hayes —data science expert and long-time friend-of-the-list— about context inspired this daily. We (humans) LOVE making up stories. When we don't have a reference point, our imagination flies. Give that reference point to your customers. So that you lead where their imagination can go wild. :)