Responding to “No” Effectively
Suggested Strategy: Use Risk and Rating Questions to help the person
you are coaching understand how adjusting their response to the word
“no” can only help them in their sales strategy.
Suggested Questions:
→ Rating Question: On a scale of one to six, with six representing that
you take the word “no” as an opportunity for a discussion and one
representing that you take the word “no” as the absolute end of the
conversation, where would you honestly rate yourself and why?
→ Risk Question: What risks do you think you might assume by taking
“no” to mean the end of the conversation?
→ Self-Actualized Question: What actions do you think we can take
together to help you move toward a six and mitigate the risks associated
with ending the sales conversation on a “no”?
Suggested Activities:
→ GOAL-Based Coaching: What does this person strive to become great
at as a salesperson? What opportunities might become opened to them
as a result of becoming great? What actions must the person take to
make those opportunities a reality? What will the person love about
reaching these goals? How might learning to adapt when told “no” help
them get even closer to reaching their goals?
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