Skip to main content

Salespeople - Just Answer the Question.

How we love to elaborate…     Both in our personal and business lives.   It is rare to find somebody who simply answers the question.

In sales, it is becoming more and more critical to just say yes or no.   If you want to embroider afterwards, by all means, but tell the client you can or you can’t do it, first.


That’s what they remember, the yes or the no.
Being married to an engineer, I have learnt that if I don’t answer the question, he simply repeats it, until he gets a definitive answer..

As the above is extremely bad for marital relationships, I try to say yes or no first and then give the details.


I thought it was just me, but I have been observing my friends and the people I work with, and it is fascinating how few one word answers are immediately available.
When you are selling and a client asks you:

  • If the widget turns blue in the dark, say yes if it does, then ask if that is a key part of the decision making process
  • If they ask when you can deliver, give them a date, then you can start to unpack if that was a buying signal.




  • If they want to know if there are additional features and benefits, say yes there are and then tell them what they are.
  • If they ask if it comes in pink, say yes, then tell them about all the other colours, but first say yes!
While I know that this might be counter to the ABC (Always Be Closing) of selling, I have realised that when I am in a “being sold to” situation my perception is that not answering the question directly is a sales ploy.   The sales person’s credibility immediately drops.   I know I am being pitched, and I immediately become defensive, and not that keen to finalise the deal.





So for me it’s the moment I hear the “If I can confirm that it comes in blue, will you sign the order?” when the warning  flags start to fly…




Of course, it is important to give the reason behind the answer, particularly if there is legal risk, or a possibility of misunderstanding, the immediate affirmative (or an honest no)  is a positive step in building trust relationships during the sales process.






Links, References and Notes

Accsys provides people management solutions ie Payroll, Human Resources (HR), Time and Attendance as well as Access Control/Visitor Management.
The company develops, implements, trains and services our solutions.  We provide readers, turnstiles, booms and CCTV.
We run both on premise and in the cloud, as well as mobile options for ESS.  Recruitment, online education and Business Process Outsourcing (BPO) are part of our offering, too.
http://www.accsys.co.za/accsys-peopleplace-talent-management
email:      tschroenn@accsys.co.za
twitter:   @TerylSchroenn
Note:   Thank you for reading Teryl@Work.   Should you wish to use any of the material, please acknowledge this blog as the source.

Comments

Popular posts from this blog

Its all about the numbers - retirement age

Weight, height, age, dress size, shoe size, all numbers that we (and the media) use to define people. I was fascinated by an article from the Leicester Mercury where the age of each witness to a bus crash in January were carefully listed. Sue Kellett, 56, whose front garden is bordered by the wall, was one of the first at the scene. Read more: http://www.leicestermercury.co.uk/Bus-driver-airlifted-hospital-collision-tractor/story-20512289-detail/story.html#ixzz31lXUuyZg Read more at http://www.leicestermercury.co.uk/Bus-driver-airlifted-hospital-collision-tractor/story-20512289-detail/story.html#9cHShVptF30lJw4X.99 Sue Kellett, 56, whose front garden is bordered by the wall, was one of the first at the scene. Read more: http://www.leicestermercury.co.uk/Bus-driver-airlifted-hospital-collision-tractor/story-20512289-detail/story.html#ixzz31lXUuyZg Read more at http://www.leicestermercury.co.uk/Bus-driver-airlifted-hospital-collision-tractor/story-20512289-detail/story.htm...

Flexibility in the workplace

Is flexibility now a reality in the workplace?   And is it really working?   The assumption of control over one’s own time and deliverables does look like a great way to work and live, and it seems to be is a high priority for those entering the business world. Decision makers in business, along with HR managers and recruitment consultants, are very much aware that both current employers and new recruits are looking for guidance and ideas as how to achieve work/life balance. It is accepted that this balance has to form part of the workplace. Yes people still need to prove themselves, initiative is still expected, hard work and commitment are still viewed as non-negotiable – but the dynamics of employer/ employee relationship has changed. And it is innovation in ICT that has paved the way. The advantages of a mobile workforce can include an increase in productivity, lower total cost of ownership and a wider, more direct reach to the market. In ess...

Sales - Setting Targets

Are your salespeople included in setting targets?   Very few are.  Sales targets are based on previous individual performance, sales division performance and budget requirements.   In some companies everybody gets the same target, regardless of abilities or previous successes, while in others it is an enormously complex beast with all sorts of criteria used. While the business requirements have to be met, it is important to discuss and collaborate with the salespeople themselves. Sales is a game, and each time you play a game, you should want to do better.   If you are not competitive by nature, sales can be a very tough career.  It is, anyway. More and more, sales management is about coaching, not managing, so it really important for sales managers to understand how coaching works.  There are great courses out there which guide sales managers through the coaching methodology. A simple, but structured approach to target setting with lots of commun...