Permission to Say No
Picture yourself in a meeting with a prospect. Perhaps it was someone you invited to meet you for coffee or maybe you are visiting them at their office. As you describe your company, products, services, benefits, etc., you notice that they don't seem to completely engaged.
In fact, your prospect is leaning back in their chair away from you. They are nodding as you talk, but otherwise they are generally expressionless. They haven't been asking any questions or making any comments. In fact, they have their hands on the table crossed at the wrists.
You realize, they are just waiting for me to finish so that they can directly or indirectly tell you they are not interested.
As you read this, are you getting a familiar feeling?
The fact is nobody likes to be sold. However, we like to buy. So how do you change the emotional state of the buyer from a defensive "I don't want to be sold" state to an open "I will evaluate this buying opportunity" state? The fix to this problem is easy.
Give your prospects permission to say "no."
Here is how. Sincerely say something like this to your prospect.
"I am going to share some information about my business (company, products, services, etc.). At some point I am going to ask you for your thoughts. At least three answers are good.
- You are interested and want to move forward.
- You may be interested, but need more information.
- This does not appear to be a fit."
Just by giving someone permission to say no will cause them to stop thinking about how to say no and allow them to focus on what you are saying. If they believe you, they will get engaged in the conversation.
Have you used other ways to open conversations up? Have they changed your sales results?