Would you rather get a guaranteed “no” today? Or a potential yes next month?

Question

We've all witnessed different strategies in getting your prospect to commit. Today. Some reps push the envelope and risk burning the bridge and end up closing the deal. Others let the prospect "sell them" on the idea that they'll "be ready next week/month/quarter" and never get them to sign. It's a fine line to walk (an exciting one at that).

Accepted Answer

Get the no out of the way so I can combat it.

Answer

If it’s a month I’d go for a yes, anything above a month I’d rather have the no, and understand why it’s a no.

Answer

Often sales is a waiting game. I would much rather hear a yes next month and close a deal then hear no and never close it. Patience is a virtue...

Answer

Get told no. Understand the no. If it’s price or something I can overcome let’s do it if it’s product related well then I’m fucked

Answer

If it's going to be a no, I'd always rather hear it sooner rather than later so I can refocus energy on converting other ops.

Answer

If you have enough in your pipeline do what will differentiate you from the same sales reps in your industry selling the same thing.

Answer

If the rest of my pipeline is multiple "maybe next months" and they are eating up my time, then I would prefer hard no's

Answer

Take the no today, at least it's a response

Answer

guaranteed no then handle the true objection. "in a month" just means "i'm not fully sold and i'm going to pretend to think about it"

Answer

A no and a why, they're just putting off the real objection when they move goalposts.

Answer

We all know that "potential yes" is just a nice way to say no. You arent closing that shit. Give me the "no" now so I can isolate and handle the objection, and if I cant, I stop wasting my time and can focus on deals that are further down the purchasing funnel.

Side note, how often do those potentially next month verbals actually turn into a yes? In my experience its less than 10% of the time.

Answer

give me a real solid no vs. a weak yes all the time

Answer

No gets you no revenue. Potential yes gets you potential revenue. We want revenue thus the latter.

jack.of.some.trades

Would you rather get a guaranteed “no” today? Or a potential yes next month?

15 comments

jack.of.some.trades

Would you rather get a guaranteed “no” today? Or a potential yes next month?

15 comments

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