Period Three
Attention all campers, uh it’s now time to learn The Three No Rule! Let’s dive in to The Three No Rule and why it is so VERY important. We’ve got our great product and the right mindset, and then the first person you pitch immediately says NO. Now what, panic sets in, how could they say no??? This product is the best, I know it’s not me. Why aren’t they agreeing with me? Simple answer my friends, saying no is a prospects gut reaction defense mechanism. Your prospect is thinking, I don’t know what this is or what it is about so the easy road out of here is to just say no. Great the first no is out of the way.
Most average salespeople will fold right there on the spot and move on to the next person. The trick here is to get them talking to you to find out why the no. Ever been around a two/three year old child? The only thing that comes out of their mouth is WHY? Why is your friend if you are going to have a successful career in sales. Find out the WHY. Remember along the way I said listen twice as much as you talk and you will sell more. What did your prospect just say to you?
Is it your timing? i.e. they are busy, they are rushing out the door, they have a deadline to meet. Find out, ask a question, one of my favorites is “I understand you’re crazy busy just like everyone, is there a better time where we can just chat?” I really don’t want to sell you anything, I just want to show you what I do.” Well, that one messed with your mind right? I don’t want to sell you anything, how could I say that to the person that I am trying to sell? Easy, it takes the pressure off them. They are now thinking, he just said I don’t have to buy anything, ok breathe.
What I am trying to do here is to get a line of communication going. Sales is a lot like a game of tennis, you hit the ball, I hit it back, simple. The ball here is a question, I have asked you for a time that we can chat, then depending on the answer, you either have an appointment with your prospect, or you have another no. (Tip, if they make an appointment with you, take your calendar out & write it in, in front of the prospect, let them see you do it, it becomes real then)
If you have the second no, again mentally ask yourself why, what did they just say? A great example is they say something along the lines of “I already have your products or services from ________.” My immediate response is “THAT’S GREAT!!! I have heard of ________ they are a great company.” (Never disparage competition, more later), now hit the ball back. Make a statement, and ask a question. Example, “I know you are happy with __________, when was the last time you made sure your were getting the best prices and service available? This shows your prospect that you care about their needs. Again, hear the answer and process it. I will ask for the opportunity to earn the business, right on the spot again, my favorite response is, “Listen, give me five fast minutes to show you what I can do for you, if it makes sense to you great, if not you wasted a whole five minutes.” Notice I did not ask for five minutes, I demanded five minutes. Harsh? Nope, your job is to sell your product and I never ask for permission to do my job.
At this point you either have that five minutes to do your demo, or you have the third no. Don’t worry if you can’t demo the product in five minutes, if the first five minutes are dynamic, they will give you more time.
If it is the third no, I am always super nice to that person afterwards. I thank them for the time that they have given me, ask them if I could check in another day, ask them if they know anyone who could use my product or service, and always leave that person with a smile.
You never know what is going on in your prospects life. My favorite example, is again based on experience, it took me about five years of doing business with the person to find out that the first time I had talked to her, she has just found out her husband had been cheating on her. I could have walked in and said “Hi, giving away hundred dollar bills, want one?” She would have said no on that day. I called on her about three months later and she had just won $25,000 on a scratch off ticket, and I got the sale.
Find the need, fill the need and then sell your product. The beauty of the Trump Network products, you don’t have to find a need, everyone needs to be healthier, everyone needs more money. You have the products to fill the need, build a relationship with your prospects, listen and ask questions. By the way the three no rule is not written in stone, sometimes, the first no is so hard, that you just have to walk away. I also got one of the biggest sales of my life after another client had told me no six times, six different ways. Turn you no’s into yes’s by asking questions and addressing your prospects concerns.
