Getting to Yes Through No

G E T T I N G T O Y E S T H R O U G H N OP R E S E N T E D B Y B R A N D O N S C H A E F E R

Presented by Brandon Schaefer

G E T T I N G T O Y E S T H R O U G H N O

• This title, ‘Getting to Yes through No’ sounds like a tongue twister… but it’s really a mind twister for you. Let me explain… and it will slowly all make sense to you.



• When a client or prospect tells you no… what do you do? Do you just stop in your tracks, do you lash out and say something negative to them to combat the way you’re feeling, or do you hang in there and understand that ‘no’ may just be a simple objection that can easily be overcome.



• In sales, you need to learn to get to yes through no… and here are the reasons why…



• People say no all the time when they’re buying things because they may have some fear or concern that they’re not sharing with you. No is the easy way out for a buyer, but it may not really be what the buyer wants to say… this is why it’s important for you as a sales rep to uncover the true objection behind the ‘no’ response.



• I just think of myself when I go to buy something… I always say no… it’s not because I don’t want to get what I’m looking at, it’s because I want to get a better price. I love to see sales reps’ expressions… you can immediately tell a lot about their sales training and objection handling skills at this point.



• Some sales reps’ say, “There’s nothing I can do,” which is about the worst thing that you can possibly say, and shows that they’ve had absolutely zero training in objection handling… while other sales reps’ say, “What can I do to get you to yes,” which basically just opens up the door for conversation, and shows that they’ve had some type of initial training.



• Getting to yes through no is really not that difficult. All it takes for you to succeed is for you to understand how to overcome the initial ‘no’ response that a person gives.



• One simple way to overcome the initial ‘no’ response is to immediately hit them back with an open ended question that will lead to further conversation and discovery of exactly why they initially said ‘no.’



• It’s really simple when you don’t overthink it… all you need to do is keep the conversation going, because once people start talking with you, they’ll start to open up and give you subtle hints i.e. body language and verbal communication, as to the way they feel.



• If their mouth is saying yes, but their head is shaking no, you know you have a problem because things aren’t matching up. I’m sure you can understand this… it just makes sense.



• To wrap things up here… get to yes through no by asking questions, by digging down and finding out what the hidden objections are, and then by guiding the prospect or client along the path that best suits them. And… always build value along the way.



• Know that you know better, go out and do better by putting what you learned into action.

B R A N D O N S C H A E F E R

Thank You

Self Improvement

Getting to Yes Through No