3 Things to Do When You Get a No … And 4 Things to Do When You Get a Yes

You’ve been working on closing a sale, and you finally got an answer. It might be good news, or it might be bad news. Either way, an answer is hardly the end of the road. 

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Here are 3 things to do when you get a No:

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Ask for Feedback

Don’t simply take a No at face value. Is the customer hiding some kind of objection that you can overcome? Ask questions about why they made the decision they made. Maybe you can rescue the sale. At the very least, you want to keep the lines of communication open for future opportunities.

Also, asking for feedback gives you a great chance to learn how you can do things differently. A customer might clue you in on some ways that you can grow and evolve as a seller. If you made some kind of mistake, you don’t want to keep making it. Listening to feedback can increase your closing ratio in the long run. Simply say, “Thanks for getting me this answer. Let me ask you a question. What kind of feedback can you give me about our product or solution and how I presented it to you?” I bet the answer will be very enlightening!

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Keep Up Your Activity

Your experience researching and presenting to this customer is very valuable. Don’t waste it. Are there other prospects in the same business category that could benefit from the same idea? Are there aspects of the proposal that can be quickly and easily repurposed? Don’t reinvent the wheel if you don’t have to. Without sounding too cut-throat, if you think the client has made a colossal mistake, is there any way to make them regret their decision by signing up one of their competitors? You won’t know if you don’t try.

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Get a Drink and Get Back After It

Or take a walk. Or nap. You’ve invested a lot in your prospecting and proposal. It makes sense that you would be disappointed. You don’t have to pretend like it’s all OK. Find a safe friend or two to blow off steam to. Do whatever self-care is necessary so that one No doesn’t send you into a funk. You can’t control whether or not your customers say “Yes,” but you can control your activity.

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A Yes is so much better than a no. But your work is not done. Here are 4 things to do when you get a Yes:

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Confirm Expectations

During your proposal, you undoubtedly provided the client with some kind of timeline. Don’t expect that they’ll remember. When you get a Yes, immediately and clearly recap it for them. Send them an email with what the next steps are so that everyone is on the same page and your sale runs smoothly. Include how payment is going to be received, what deliverables are needed from both sides, and schedule a follow-up meeting to review how things are going. Successful salespeople don’t make one-and-done sales. They build long-term relationships with repeat customers.

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Own the Execution

Once a sale is made, many salespeople hand off the execution to a support team. By and large, these folks do a great job. But they don’t own the relationship with the client; you do. If you’re going to have a happy customer, you’ve got to make sure that the sale goes as it should. Once the sale is done, don’t take your hands off the wheel until you’re confident that all will be delivered as promised. If something goes wrong, you want to be able to nip it in the bud or be able to speak intelligently to the client about what happened, if necessary.

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Ask for a Referral

It’s never too soon to begin prospecting for your next sale. Say something like, “I am so glad we’re going to move forward with this. Let me ask you this – do you know of anyone else who might be interested in a similar solution? I’d love to use you as a referral.” Use their network to build momentum.

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Get a Drink and Get Back After It

Or go out for dinner. Or let out a big scream in your car. For a salesperson, few things are better than getting a Yes. Celebrate it. Savor it. And then get right back out there and keep going. Getting a Yes will build your confidence, and people love to buy from a confident salesperson. That Yes is your opportunity to go on a winning streak!

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Next week, we’ll be finishing up this writing project with articles about personal branding, psychology, and sales managers. .

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