When it comes to sales, most of us have been taught that we need to focus on doing particular activities, identifying particular prospects or making certain types of sales in order to be successful—AKA what we say yes to doing. However, there is an entirely different approach to sales. This approach is much more about what we say “No” to, rather than what we say “Yes” to.
Three Key Ways We Should Say “No” in Order to Become More Successful in Sales
#1: Say “No” to non-paying tasks. There will always be activities and tasks introduced that we believe need to be done, but in reality they are not going to generate any money. These tasks include doing additional paperwork. Such tasks might also involve focusing on a customer service problem that could otherwise be passed on to a customer service representative. Another such task might be simply doing more research than what needs to be done. It’s time to start saying “No” to those tasks that don’t pay you money.
#2: Say “No” to unqualified prospects. Most salespeople are afraid to say “No” to a prospect because they believe it comes off as rude or that it’s taking the risk of ultimately losing a potential client. However, the reality is that if a prospect is unqualified, then you should immediately say “No” in a kind way and move on.
#3: Say “No” to tiny sales. I find that most underperforming salespeople are wasting their time on very small opportunities, whereas, the highly successful salespeople are spending 100 percent of their focus on large sales opportunities. Moving forward, say “No” to those tiny sales opportunities—those opportunities that are simply going to take up a lot of your time but are not going to make you much money. Be willing to refer them to another salesperson, or someone else who is willing to put in the time and effort, and instead you should focus on those much bigger opportunities.
Sometimes you just have to go with that overused mantra, “Just say no.” By saying “No” in the sales scenario, you are ultimately going to become more successful as a sales professional.
Which of these three concepts should you implement today? Please share in the comments below.