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.
Labels:

Comments

Post a Comment

Popular posts from this blog

It's all about the service... Gaining & Retaining Clients

Retaining and gaining customers has become increasingly challenging.  As customers we have abundant choice and it is so easy to comparative shop. We talk about great service We talk about the extra mile We talk about the attitude We talk about customer perception We talk about customer expectation We talk about meeting customer needs We talk about the tangible vs intangible We talk about the client experience So what makes a customer feel that they have received outstanding service?   What makes it a soft skill, rather than a science, is that we are all so different and people in services and sales need to read each situation and act accordingly. In a restaurant, if my chair is constantly bumped by the waitrons going past, no matter how great the food, my perception is negative.  My family don’t even notice the bumps.. A few years ago, I was lucky enough to visit Greece and Turkey. In Istanbul, we were wandering around one of the many fan...
Post a Comment
Read more

When did having it all become doing it all?

Or being all things to all people… Ruth Bader Ginsburg , U.S. Supreme Court Justice: “You can’t have it all at once. Over my lifespan, I think I have had it all. But in different periods of time, things were rough.” As a mother, a wife and a business woman, I have thought a great deal about this.    My article about #OutsideWork generated some personal mail that asked me, inter alia: “How?” “What do I need to do to satisfy everybody that needs my full attention when I am with them?”  My children, my boss, my partner – they all need me to be the best that I can be, and I am barely keeping my head above water.” “I don’t want to be selfish, but there is no time for me.” And a poignant comment: “This article made me remember that there must be time for “self” but I am not finding it.  I am mentally and emotionally exhausted and nobody seems to care” There is no one answer.  It’s different for those in a committed partnership, compared to sing...
Post a Comment
Read more