I had a sales moment this week, it is something you forget to do sometimes, I had to say no to a customers demands and thought to myself that learning to say no in sales might be one of the most important things you can learn in your selling career and sometimes its the best thing you can do.
I was in the situation where the customer’s demands weren’t based on price or service, although these factors can certainly be the reason why you say no, it was the fact that I just couldn’t get the solution they wanted with the tools that I have.
Sometimes as a sales rep you have to realise that you can’t be everything to everyone all the time and I had forgotten about this a little, until this week.
Although it cuts me to lose a sale at all anytime of the week, sometimes you just have to walk away and concentrate on other priorities.
I’m sure when I next have a face to face with this customer it will be all ok and they will realise it was probably best that it happened as the sale and a valid business decision at the time for the both of us.
If I had acted on it, it wouldn’t have been a perfect solution and would’ve of ended up being a huge hassle, a headache and both of us would have ended up frustrated, so not an ideal outcome for what should be a positive transaction.
So with this in mind, have a think to your self when things seem too hard or one sided in the sale.
Look at the big picture and into the future too and realise it is ok to say no sometimes.
Some of the biggest business deals have been settled after one party has said no.
They walked away and as they are walking to the elevator for the long trip down to the car park thinking about what could’ve been, humming to themselves ‘What about me”, they then get a phone call to see if they have left the building yet and for them to come back up.
Then they sign a deal, a deal on their terms.
So learning to say no in sales may be one of the most important skills of many to keep up your sleeve and pull out when you need it most.
Enjoy, sell well and remember to just say no often, just not to the wife….