Are you comfortable telling prospects no?

I used to hate it, it felt so awkward.


Low & behold, I start doing it, become good at it & my p60 doubles.


There is of course skill to it and it needs to be a consultative no.


I think it's important for the prospect that you push back some times, it really makes them think about what they are asking and if it makes sense.

Are you comfortable telling a prospect No?
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๐Ÿ‘‘ Sales Strategy
10
CadenceCombat
Tycoon
8
Account Executive
You need to know when to say โ€˜noโ€™ and if you have an aversion to that, then you canโ€™t set proper expectations...

If you canโ€™t set proper expectations, you arenโ€™t an effective communicator...ย 

If youโ€™re not an effective communicator, youโ€™re not an effective sales person.

Thatโ€™s my 2 cents
RedLightning
Politicker
2
Mid-Market AE
Agreed. Aside from all of the practical aspects, it's nice to tell someone no rather than be told no for a change
Selichimorpha
Celebrated Contributor
4
Growth Executive
Being able to say no makes you more credible. If you just give the prospect everything they ask for theyโ€™re just going to ask for more.ย 

My very first manager (she was amazing) used to use the "If You Give a Mouse a Cookie" analogy - if you give them the cookie they're going to want milk with it, and then a straw for the milk, then a napkin, etc.ย ย 
Bandido
Politicker
0
Client Director
100% right on the credibility piece.
AboutThatSalesLife
Good Citizen
0
Director of Sales
I totally agree with you here. It does give you instant credibility. Love the analogy as well.ย 
CuriousFox
WR Officer
1
Senior Account Executive
That's part of my value. I'll be transparent and honest even if it's not what you want to hear. I'll also spin it to highlight why.
Bandido
Politicker
1
Client Director
As deals become more complex, the requests become ridiculous.ย  I had someone the other day ask to schedule calls with someone on our end and on their teams in 10 different countries.ย  They haven't purchased anything yet so why would I bend to make that happen?ย  Nothing wrong with saying no, its a give and take.
Smithy
Politicker
1
Director of Sales
I think being able to do it is a true sales superpower!

You need to give reasoning and believe it when you say it, but it's all about maintaining control of the situation
Blackwargreymon
Politicker
1
MDR
My very first manager (she was amazing) used to use the "If You Give a Mouse a Cookie" analogy
CaneWolf
Politicker
0
Call me what you want, just sign the damn contract
You know John Mulaney's stand up bit about how cancelling plans is like crack? Yeah, same here.
AboutThatSalesLife
Good Citizen
0
Director of Sales
You have to be able to tell them no. Otherwise whatโ€™s stopping them from asking for everything? In which case youโ€™ll have to tell them no anyways. Proactively tell them no and save yourself the grief later on.ย 
softwarebro
Politicker
0
Sales Director
You cant be a pushover and let a prospect dictate YOUR process. Own the sale and get paid.ย 
Savagedoge
Big Shot
0
Account Executive
One of the best things a salesperson could learn to improve is to say no.ย 
Tanmocha_
Contributor
0
Senior Account Executive
Absolutely! I tell my prospects no if I think itโ€™ll be a toxic relationship or a waist of my time. But in my industry I have to get re-orders and grow my accounts each month. If itโ€™s going to take away from me actually making money or makes me uncomfortable, Iโ€™ll tell them to fuck off.ย 
TheLoneGun
Praised Answer
0
Extremely Rad Product Offloading Specialist
You have to, otherwise they will have unrealized expectations and it will be your fault for being a coward :P
Captain_Q
Arsonist
0
Sr. Account Executive
You have to establish boundaries and let them know your time is valuable just like theirs.ย  ย You are there to help bring value to their company.ย  If they can't see the value then they prob aren't a good fit anyway.ย  ย  Don't let yourself become a commodity.ย ย 
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