When it comes to making sales, you can often see the prospect leaning toward no. As a business owner or salesperson, you have a few powerful words that you can use to improve your chances of salvaging the sale. Phil M Jones is a master of influential communication. He wrote a book called Exactly What to Say: The Magic Words for Influence and Impact that I have read several times. The following are two sets of powerful words that every business owner or salesperson can use in a last-ditch effort to save the sale when the prospect leans toward no or says “no.”
Before you make up your mind…
During the sales negotiation process, you often notice the prospect beginning to lean toward a no response. If they say “No,” trying to get them to change their mind and respond “Yes” is nearly impossible.
Therefore, when you see the beginnings of a “No,” your goal is to get them to a “Maybe.” To do that, you want the prospect to consider the decision slightly differently before it is too late. You want to shift the vantage point of your discussion, add alternative information to support your idea, and increase your influence by using the powerful words “Before you make up your mind…”
A couple of ways you might think about using the powerful words “Before you make up your mind…” could be:
Before you make up your mind, let’s run through the time-saving advantages of my offer.
Before you make up your mind to walk away from this deal, let’s review what you will be losing out on.
Before you make up your mind, wouldn’t it be a good idea to talk to other members of your family to get their input?
Whenever you feel that the prospect is ready to reject your offer, change the vantage point with the powerful words “Before you make up your mind…”
Just one more thing…
When you’re in a sales meeting, you often get to a point where the customer just says, “No, I don’t think I need what you are offering.” As a business owner or salesperson, you always want to avoid getting a “No” response, but there is still an opportunity to salvage the deal that is worth a try.
Growing up in the 1970s, there was a popular detective show called Columbo, starring Peter Falk. Just when the suspect thought he was getting away with the crime, Columbo’s famous line was that once he started to walk away, he would turn around and say, “Oh yeah, just one more thing.”
As a business owner or salesperson, to make the most impact after the prospect says “No,” you should get up and start heading toward the door. At this point in the prospect’s mind, they think the sales call is over, and just like Columbo’s suspect, they drop their guard. However, just before you are ready to walk out the door, turn around and say the powerful words “Just one more thing…” followed by a smaller alternative to your original pitch.
A couple of ways you might think about using the powerful words “Just one more thing…” could be:
The prospect has rejected your annual subscription offer. As you get up and start to walk out the door, turn around and say, “Just one more thing, would you be interested in a one-month free trial just to try it out?
The prospect has rejected your home automation design and installation offer. As you get up and start to walk out the door, turn around and say, “Just one more thing, would you consider beta testing our new next-gen Smart Home Hub?
The prospect has rejected your bid to install a backyard water feature. As you get up and start to walk out the door, turn around and say, “Just one more thing, we have an expo booth at the landscaping show this weekend. Would you like a free admission ticket to the expo?
When the prospect says “No,” a business owner or salesperson can sometimes salvage the deal with the old Columbo trick “Just one more thing…” While it may not always work, it may just keep that door open and save the relationship.
How can you save the sale when the prospect leans toward no or says “No.”
