Is it over? They said no, what else can you do? Whether you are a sales rep looking for an order, or a CEO trying to get company buy-in, when the target says no, it means you have not done your job. Think of it this way, as the great Zig Ziglar is quoted; “when they say NO, it means they do not KNOW enough“.
When you are leading a person or group through a process, it is your responsibility to inform them. You can get their buy in by providing information. The information you provide is utilized by them to rationalize the decision that must be made. If a prospect buying a product says no, there is no compelling reason for them to make the purchase. Give them one!
Do your goals matter?
As you listen to their objections, what are they telling you? Do they care whether or not the gas mileage is 30 mpg? or are they more interested in the safety rating? A good friend of mine once said, ‘don’t say in blah, blah, blah, what you can say in blah’. Are you giving them information that they don’t need or even care about? During a sales call at my house a few years ago, the salesperson was so adamant about getting his entire presentation in, he never heard me say yes. I had to stop him physically by showing him my checkbook. 10 more minutes, and I would have asked him to leave.
Having diarrhea of the mouth is a huge problem with many in leadership positions as well. A group may not care about what the bottom line means to the company. They care about their bottom line. Tie your goals and dreams, to those that you need to carry out the tasks. We all have different incentives to meet a specific goal. Using a selling situation as an example, it might be the sales persons goal to win a contest. However, bringing that goal up in the pitch will get you nowhere.
When you are getting ready to present a topic to a group or prospect that needs their acceptance, focus on what they get out of it. Again the quote from Ziglar is in play here; “you can get everything in life you want, if you just help enough others get what they want”. Focus on them, how it will help, what value does it bring them … if they say no to your vision, they just don’t know enough.
At the Kole Performance Group we help you find the why! Contact us and let’s sit down to craft a vision and presentation that ensures your team KNOWS enough.