Turn a hard no into a yes with the easiest follow-up technique I know

Turn a hard no into a yes with the easiest follow-up technique I know

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Each gross sales rep hates listening to no. However it’s simply a part of the job, proper? You'll be able to’t win each deal and when a prospect turns you down, it’s time to only transfer on. However listening to no doesn’t all the time imply you did one thing flawed. You may simply be speaking to the mistaken individual.

This small shift in considering can have a profound influence in your gross sales outreach and follow-up success. And all it takes is making an attempt one easy technique I lately found: HUCA (Grasp up and name once more).

At the moment, I’m going to share a fast story about how I discovered the facility of HUCA and the way you need to use it as a part of your personal gross sales and comply with up technique.

How I discovered to cease taking “no” as a remaining reply

Airways are not often recognized for his or her buyer help. And as somebody whose job includes a whole lot of flying, I ought to know this. However for some purpose, I assumed issues can be totally different once I lately referred to as up my airline and tried to vary the small print on an upcoming flight.

Inside minutes, the help agent advised me there was completely no method they might make the modifications I needed with out it costing a ridiculous sum of money.

So, I did what I do greatest. I used each sales strategy and negotiation tactic within the e-book. However the agent wouldn’t budge. From their perspective there was completely nothing they might do to assist me.

Like most individuals, my response to this kind of state of affairs can be to surrender. I’d referred to as. Spoken with the appropriate individual. Did all the appropriate issues. And nonetheless didn’t get the response I needed. However I didn’t need to surrender. So I requested certainly one of my cofounders what he would do on this state of affairs.

Right here’s what he stated:

“You need to simply HUCA. I sometimes have to hold up, name again and speak to four–5 brokers till I discover the one that may clear up my drawback.”

It appeared too easy to not attempt. And three HUCAs later, I’d spoken to an agent who didn’t simply change my flight particulars, however did it totally free and included an improve.

In case you’re not getting the reply you need, attempt speaking to another person

Let’s take into consideration this story for a second: I used to be coping with the similar firm. Similar help telephone line. Similar sort of help agent most certainly with the identical coaching.

The one distinction was the precise individual I used to be speaking to.

This can be a highly effective lesson for everybody, however particularly gross sales reps. It doesn't matter what you’re promoting, who you’re speaking to, and what number of occasions they inform you no, you’re nonetheless coping with a human being.

A no from that particular person individual doesn’t essentially imply a no from the whole group. Actually, 99.9% of the time it’s been my expertise that prospects are solely talking from their perspective and based mostly on their expertise of a name.

When you acknowledge this, you’ll see how there are such a lot of variables which might be out of your management. From what’s happening in your prospect’s workday (or private life), to easily the timing of your call.

In case you’ve accomplished the analysis and know what you’re promoting shall be useful to them, why surrender after one no?

Utilizing HUCA as a follow-up technique allows you to see in case your product is the issue. Or if the prospect is.

Simply because somebody tells you no, doesn’t imply it might’t be achieved

I’m recognized for being persistent. I’ve written extensively concerning the follow-up formula and the way it's a must to proceed return repeatedly to get what you need. However studying about HUCA jogged my memory that I nonetheless have blind spots the place I settle for ‘no’ as remaining and unchangeable.

Virtually each interplay in life—from reserving airways tickets to creating gross sales—comes right down to a private connection. This implies the query you must regularly ask isn’t simply “Is my services or products the proper match?” But in addition “Is that this prospect the appropriate individual to speak to?”

Simply since you obtained a no from a prospect doesn’t imply that firm is a lifeless finish. Hold up. Name once more. And attempt to discover the one that is prepared and capable of provide the outcome you’re in search of.

Right here’s my problem to you: For the subsequent 30 days, I would like you to attempt HUCA for your self. Each time somebody tells you you’re not a proper match or their firm “can’t do this” I would like you to hold up, name once more, and check out your strategy with somebody new. Write up your outcomes and let me know within the feedback under.

Able to take your follow-up technique to the subsequent degree? Grab a free copy of my book, "The Follow-up Formula"

Download "The follow-up formula" Free