"Typical buyers will say no as many as five times before saying yes to owning a product."
Many salespeople hear that statistic and think it
means that to become a top salesperson, one must hit buyers with same information until they cave in.
They imagine this conversation👇
Kyle: Would you like to buy?
Josefa: No.
Kyle: Are you sure? It’s a really good deal.
Josefa: No.
Kyle: We both know you have a need for it. And you told me you have room in your budget.
Josefa: No.
Kyle: You can count on us to deliver what we promise. We have been around for one hundred years.
Josefa: No.
Kyle: It includes free shipping and your choice of colors.
Josefa: No.
Kyle: At this price, they won’t last long. Now is the best time to buy.
Josefa: Well… maybe.
It is highly unlikely to get a "Yes" at this point.
Many salespeople shy away from persisting in their persuasion efforts when they hear the word no.
They don’t want to be rude or aggressive like Kyle but don’t know where to go with the conversation once Josefa said no
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