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Upcoming Classes...
Wake Up, Jump into Your Life Seminar
Monday, September 17th - 8:00 am - 3:00 pm
Are you happy with the
direction of your company? Are you happy with the culture?
Are results where you want them?
Your company is a mirror reflection of you.
On Monday,
September 17th, we
will give you some tips on getting your company moving in the
direction you want and getting everyone on board with your
vision.
- Live the life you've dreamed of!
- Create in your life from a position of power!
- Create the culture in your business that would empower your
whole team!
- Lose the victim state, become a powerful creator.
- Wake up to who you really are!
- Take your company to the next level!
Time: 8:00 am until 3:00 pm with a break for lunch.
(Lunch will be provided)
Investment: $395.00... including all materials.
Place: Cummings Center, Suite 221E, Beverly, MA
Enroll today and save $100...register now! Seating is limited....50 seats remain.
Get it before we close out this event!
Cost until September 3, 2007: $295 with $50
non-refundable Registration Fee to cover materials. After
September 3rd: Cost will be $395 plus $50 non-refundable
Registration Fee to cover materials.
Call 978-257-0610
or e-mail me at
steve@prosperityinstitute.com for details......
Learning the Power of a Positive No in
Sales
In his
book, "The Power of a Positive No" William Ury points out that
"to say no firmly, we have to understand what we are saying
yes to in ourselves."
This is
also the same for salespeople and their company. Helping your
salespeople understand what they are saying yes to for their
company and themselves when they say no to a prospect or a
customer will bring higher margins and more productive use of
their time.
How many
proposals or RFQs (request for quote) do your salespeople
now say yes to that are really a waste of time? How many of
the requests is really a way to get lower pricing from their
current supplier and they have no intention of switching? How
many of your existing customers are asking for a lower price
on something and your salespeople come in and say, "I had to
lower pricing at xxxx... we must not be buying right" or "we
lost the job because our price is too high?"
The issue
often is that the salesperson has no idea that when they are
saying "yes" to lower pricing, they are really saying "no" to
higher profits for their company and to a higher commission
for themselves. The quick yes reflects poor self esteem and a
lack of confidence.
What does
a positive no look like in sales?
"What if I said no, we cannot work on margins that low and
still give you the service levels that you have come to expect
from us?"
"No, we
are never the lowest cost provider; it sounds like that is
what you are looking for?"
William
Ury lays the ground work for really understanding the power of
no, when you really know why you are saying no. To understand
that when you say no, you are really saying yes to some other
part of your self is powerful.
Here are
some ideas about how to teach this in your company;
- Have a meeting and discuss are the reasons that your
customers really like doing business with your company.
- Discuss with each salesperson, "what do their customers
like about buying from them?"
- Talk about all the positive effects of saying no... what
are they saying yes to for themselves and the company.
- What would happen if they stood their ground? Are they
prepared to stand firm if a customer says "well, then we'll
have to change suppliers or we'll have to go somewhere else
for your service."
- Rehearse what their response would be to the above.
Things like, "Ok, and have you thought about what the cost
would be of switching" or "what if you did not get what the
other service provider is promising, what would that cost?"
Or "you sound upset with us... has our service level declined
or have we upset you in some way?" Many times the request for
lower pricing is really an upset in disguise.
-
Call me for more ideas or schedule a
training or sign up for the upcoming teleseminar on the
"Power of a Positive No."
In my experience most real selling begins at no and many
salespeople are "waiting" for the prospect or the customer to
say no.
Learn the power of a positive no and change your life and
your company.
Regards,
Steve |
