In many ways, we are all in sales. As a parent, we want our kids to follow the rules and life principles we teach them. In life, we are constantly interacting with people, many times trying to get them to “see it my way”, or to urge them to take a specific action. It may not be a product, but we all have situations in which we are “selling”.
What do you do when they say “no”?
Zig Ziglar, well-known author and inspirational speaker, had a unique idea to handle the situation:
When someone says no, the successful sales person understands that the “no” must mean the prospect doesn’t “know” enough to make the right decision.
Never argue with them. Just understand you haven’t finished your job, and accept the responsibility for going back and providing the information needed. With additional information, they will “know” enough to make a new (and favorable) decision.
Here’s Ziglar’s concept that will allow you to handle real objections in an efficient and effective way so you can deal with the “no”.
When objections occur, it’s time to get Q.U.I.E.T. Each letter stands for a word that will allow you help the individual you are talking with gather enough information to overcome their objections. When you get an objection, you pause and think Q.U.I.E.T.
Q. Begin with a question
U. You must ask questions so you can understand the objection
I. Once you understand the objection, you must identify it
E. To identify the objection and not be fooled by a false objection, you must empathize
T. If you empathize instead of sympathize with the prospect, you are ready to test the objection
If you are successful at addressing their concerns, it’s very likely that they are ready to make a new decision based on the additional information you provided.
Facing a “no” today from someone today?
It’s time to be Q.U.I.E.T.