GrindingSales

Account Executive

How do I overcome my Accommodating Nature to Clients who say no?

Through some hardcore self evaluation and mentorship from sales individuals in the industry, we have pinpointed why I am not producing in terms of quota. I am too accommodating to the client or customer who says no. For context, I worked in restaurants for 15 years and a bank for 5 years before embarking on this 1 year and counting sales career. My entire adult life and childhood if we want to dive deeper has been taking the blame, proclaiming the customer is always right and to not move bridges unless it is an emergency scenario. This nature of pleasing the customer is holding me back. Obviously, I need to satisfy the customer but they are ultimately saying no they have everything covered and doing just fine when I KNOW for a fact our product will help their business be more efficient and save them money.

In short, the customer is saying I don't need your service, we are covered, and I simply have been saying okay that is fine, please get ahold of me if you change your mind and I believe there is a better way to go about this.

Apologies for the vulnerabilities shown, I know we are "supposed to have thick skin". Anyone care to share any thoughts or advice on this?

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9 comments

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hh456

Celebrated Contributor

4

sales

Just gotta ask.

Covered how? Is there someone else I should talk to? A no is the easiest answer in the world. A yes takes work. You'll never get a yes right away.

Keep asking questions until they hang up on you. They may not be the right person to talk to but you can gather more information and call back in on another level and have better conversations with better decision makers or stake holders to keep deals alive longer.

Chep

WR Officer

4

Bitcoin Adoption Specialist

Detach your worth from these calls; remind yourself the worst case is you get told to fuck off on the phone and hung up on; politely tell them why they should take time to check out your products (overcome those objections; Ask for the meeting even if they said they are all set might only get 1/25 to say yes with these last ditch asks but that's still 4 more meetings you wouldn't have had otherwise once you do this 100 times

happyhunter

Politicker

1

spittin' sunshine

Even if they say they are good today, find out why. What are they using and what do they like about it? What makes it so superior that they don't need your services? What is the best way to stay in touch to ensure your needs are constantly being met?

Just keep asking questions and if they continue to say they're all good, lock in a time and date to connect and check in so you stay on their radar.

RedLightning

Politicker

1

Mid-Market AE

At the prospecting stage or when you're actively engaged in a buying conversation?

GrindingSales

Politicker

0

Account Executive

Prospecting stage :)

RedLightning

Politicker

0

Mid-Market AE

You're getting blown off. You need to shake up your approach and be more relevant and contextualize your pitch

Coffeesforclosers

Notable Contributor

1

Director Sales and Market Development

Covered with what, oh ive heard good things about that company, what do you like about them? What gaps do you see with it..........then talk about your differentiator and why its better. I know you are covered today but if you want to be fully encapsulated then call me when you see how much easier my product would make your life. Oh great i have your attention now, pitch city bitch, pitch pitch city

GrindingSales

Politicker

1

Account Executive

I will forever remember that last line, haha thank you!

shootingstar

Opinionated

0

Sales development representative

You should read about the Challenger sale, it is basically challenging the prospect status quo. Following what is your product and the type of problems it solves, build yourself a doc with some trap-setting questions to make them realize that actually things could be improved and that your product is here for that. Look at the type of tools they use, if they use a product competing with yours look for the weaknesses of these products, ask about it to the prospect etc.

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