May 10
13
I’m not one to watch too much TV, but my daughter loves American Idol. She was watching it yesterday as I was in the other room reading. I walked into the living room to talk to her about something and watched part of the show. I can’t believe it takes an hour to tell you who got voted off! or received the least votes….I know one is American Idol and the other is Survivor.
What I really thought about, is the poor singers up on stage as Ryan Seacrest plays word games and says you have to wait..or you are safe. 
I’m sure it makes for great TV and rating, but it sucks in real life. And that brings me to my topic for the day. Does anyone have a guess?
What the contestants, in this case Mike Lynche, wanted and need was an answer! How many times do we as salespeople wait and wait for an answer? It’s a follow up next week or next month. Call me in a few days… I want to but not yet… All salespeople know these stalling tactics. People become professional non buyers and worse yet…non decision makers. These prospects are known as P.O .H. Prisoners of Hope.
What did you think as they dragged out the who stays/who goes routine? I hated it, just like every Idol contestant who was on stage last night…I wanted an answer! Even if it’s your gone, or in our case a no. What can we as professionals do to enhance our chances of walking out with an answer?
- Throughout your sales process you need to be clear about what you want, your objective. Don’t assume the prospect knows. You want his business or you want an answer at the end of your presentation…. either a yes or a no.
- You need to state that you are only doing business if it is mutually beneficial. You get the business if you enhance theirs somehow.
- Gain agreement at the end of your first phone call or meeting, if you have one initial needs meeting before the presentation, that at the next meeting a decision will be made. This is a must, you need to be able to hold your prospect accountable if they give you a maybe.
- At the end of the presentation you say ” We both agreed last meeting/call that we would make a decision today”..then use your closing line.
This is not perfect. Some prospect won’t like having their feet held to the fire and may not even agree to make a decision. Take a deep breath…this is ok. First off, you will have people that appreciate your honesty and for the hard work you have done, you deserve an answer.
I have seen salespeople wait months on end for a decision. Holding out hope. Too much time is wasted on follow up. Most prospect have already made their either decision and they are just unsure of themselves or are uncomfortable telling you know to your face. Let them know a no is ok, and as a professional you appreciate this. If they are unsure help them get over it. As I stated this won’t change your maybe’s to 100% yes/no but if the rate dropped down to 80% isn’t it worth it? you can use you time more profitably then following up.
Some people will not give you answer no matter what you tell them. I think its a game with them because they hate salespeople so much.
Mike
http://www.ColumbiaSafetyProducts.com
I agree, getting an answer, even if it is no, is better than getting strung along. Just creates more frustration and it’s a waste of time that could be more productive elsewhere. As for American Idol, Wanda Sykes did a great stand up on the show of how cruel it is to wait the hour, vote the person off, and then the last thing Ryan does is hand them a michrophone to see one more time to show the world why they were right to vote them off…gotta love it.
Jen B
The Harwood Group – Tinnitus, Chronic Illness, Fears, and Anxiety
If they just gave them an answer, then the results show could be over in 5 minutes
Which would be a good thing,
That the beauty of digital recording though…
Seize the Day,
Rob
Simple Family Survival Tips For Disasters and Emergencies
I like it that you tell us salespeople to let prospects know that a “no” answer is acceptible. I think we’re so scared of it that we don’t want to give them any subliminal cues.
Tim Van Milligan, helping you Make Money Online, God’s Way!
Hi Bryan,
Indeed, if we provide American Idol Answer too soon and too quickly we lose the emotional arousal don’t we?
Happy Dating and Relationships,
April Braswell
Christian Dating Expert and Coach
If we get the answer too quic on American Idol then they lose all their advertising for the hour of padding out the answers for profit.
But in reality I do like getting an answer ASAP even if it is a NO because then I can quickly move on to finding the right person to get a YES from.
Michael
The Success Secrets
How and why do people watch TV programs that make them waste an hour to find out what is happening to the contestants? Maybe this can be added to Kevin Hogan’s list of groups of people who can cause people to shut down their brain!
As for business, it’s a bummer to tell another human being \no\ that I don’t want to do business with them at this time – but you are right, it frees up the business person to move on – \Next\
Eileen
7 Ways To Use Twitter For Marketing
I think some people, even a lot of people, are uncomfortable telling a salesperson no, especially if they are friends or acquaintences. I try to let them know that a no is OK, yet at the same time of course I’d like to make a sale so it’s a fine line to walk for everyone. I’m one that has difficulty telling a salesperson no, while my husband does it without hesitation. I’d like to know if there’s a difference in this concept between men and women.
Peggy Larson
Quilting – Colors and Fun!
Brian I have learned that the better the question is asked the better the clarity. It does no good for the potential client or for you as the seller to stay in a checkmate forever. Ask the tough questions and move on. If someone is not going to do business with me I want to know today not after 6 months of follow up phone calls or letters.
Scott Sylvan Bell
Now go implement!
Waiting for an answer was the WORST part of sales. I used a sales process that led than to a logical conclusion in a reasonable time frame, but some buyers just love that “torture the sales person” game. In the end, I usually decided those were not the customers I wanted to work with. Life’s too short.
Sonya Lenzo
http://www.yourchanceforromance.com
Along with this (which I am terrible about, btw – I am the person saying, “Maybe next month…), also understand when no means no. A few months ago I was researching storage containers. I finally told one company that we were going in a different direction. Yet once a month, the woman calls me to follow up.
Also, when I first read your intro, I thought you were going to talk about salespeople not giving the answers to customers. I hate it when I ask a salesperson a question, and they decide to talk up or around the answer. Car dealers are notorious for this. It is one reason I try to avoid them as a customer, because I don’t want my time wasted – if I have a question, I will find them and ask.
Michelle
Fun and Free Activities
You nailed it on the head, get an answer and move on… Yes is great, but so is No… that way you know what you have to work with. Each ‘No’ moves closer to a yes, but a “I need to think about it” only stalls momentum!
Mark
Direct Selling Advice, Leveraging Relationships for Long-term Profit