Don’t Take “No” for an Answer

smallbizdaily
Ed. 01/2015 | January 24, 2015
dont take no for an answer

How many times have you heard “Too expensive” or “Can’t you do anything about the price?” when trying to close a deal? If this sounds all too familiar, Martin Limbeck, an international sales authority dubbed “The Porsche of Sales” and author of NO Is Short for Next Opportunity: How Top Sales Professionals Think, offers some stock phrases you can answer those objections with. The key, he says, is to say them swiftly, clearly, firmly and resoundingly.

Limbeck says take your pick, but be careful; not every phrase is appropriate for every customer or every sale. And remember, he says, to deliver them with a smile and a twinkle in your eye.

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