{"id":85,"date":"2021-06-29T13:55:39","date_gmt":"2021-06-29T11:55:39","guid":{"rendered":"https:\/\/legrandblogdelavente.halifax-consulting.com\/en\/?p=85"},"modified":"2024-05-22T11:48:43","modified_gmt":"2024-05-22T09:48:43","slug":"sales-techniques-take-no-for-an-answer","status":"publish","type":"post","link":"https:\/\/www.halifax-consulting.com\/en\/blog\/sales-techniques-take-no-for-an-answer\/","title":{"rendered":"Sales techniques Take no for an answer"},"content":{"rendered":"\n<h2 class=\"wp-block-heading\">We didn\u2019t start this post with the legendary song \u201cJe t\u2019aime moi non plus\u201d (I love you me neither) by Serge Gainsbourg and Jane Birkin out of our love for French chanson (well, maybe a bit), but to show that it\u2019s not always a good idea to say yes during a negotiation and\/or try to be liked.&nbsp;&nbsp; \u201cNo\u201d is a very positive word. In some cases, it\u2019s even advisable to seek it out. Here are three tips for making \u201cno\u201d work for you.<\/h2>\n\n\n\n<figure class=\"wp-block-embed is-type-video is-provider-youtube wp-block-embed-youtube wp-embed-aspect-4-3 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<iframe loading=\"lazy\" title=\"Serge Gainsbourg &amp; Jane Birkin - Je t&#039;aime... moi non plus\/Original videoclip (Fontana 1969)\" width=\"500\" height=\"375\" src=\"https:\/\/www.youtube.com\/embed\/GlpDf6XX_j0?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe>\n<\/div><\/figure>\n\n\n\n<h3 class=\"wp-block-heading\">The yes needs the no to win&#8230;<\/h3>\n\n\n\n<p>The value of \u201cyes\u201d is always contingent on a \u201cno,\u201d as former French prime minister Jean-Pierre Raffarin pointed out with brio:<\/p>\n\n\n\n<figure class=\"wp-block-embed is-type-video is-provider-youtube wp-block-embed-youtube wp-embed-aspect-16-9 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<iframe loading=\"lazy\" title=\"Jean-Pierre Raffarin : &quot;The yes needs the no&quot; | Archive INA\" width=\"500\" height=\"281\" src=\"https:\/\/www.youtube.com\/embed\/O27mdRvR1GY?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe>\n<\/div><\/figure>\n\n\n\n<p>More seriously, in a sales meeting, putting a \u201cno\u201d on the table gives the client a feeling of freedom. It\u2019s a straightforward way of telling them that they\u2019re in control of their decisions and should not feel obliged in any way.<\/p>\n\n\n\n<p>Here are <strong>a few examples of how to phrase it <\/strong>at the start of a meeting:<\/p>\n\n\n\n<ul><li><em>\u201cThe idea is to present a few recent projects to you and see whether you think it would be worthwhile to have a closer look at our companies working together.\u201d<\/em><\/li><li><em>\u201cI would like to present a few examples of our recent work and we can discuss whether it would be worth it to move forward.\u201d<\/em><\/li><li><em>\u201cGiven what I know about your company, I think that we can help you, which is what I would like to go over with you by presenting a few recent projects.\u201d But I may be completely mistaken. Tell me if that\u2019s the case.\u201d<\/em><\/li><\/ul>\n\n\n\n<p>&nbsp;Telling your prospect \u201cdon\u2019t hesitate to tell me no\u201d may seem risky but it\u2019s effective precisely because it draws from the power of this freedom of choice.&nbsp; What\u2019s more, it\u2019s a way of letting your client know that you really want to do business with them, but that if it doesn\u2019t work out, it\u2019s not the end of the world.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">Negotiating with no<\/h3>\n\n\n\n<p>Ok I\u2019ll give in. We can talk about the \u201cwin-win.\u201d It\u2019s a concept that\u2019s been promoted far and wide over the decades and remains sound in the long run.&nbsp;&nbsp; But be careful, if you have your mind set on \u201cwin-win,\u201d it\u2019s easy to forget that the best opening foray can be simply saying \u201cno.\u201d By starting with a no, you give your client the chance to speak and make a counterproposal (what we call the \u201canchoring technique\u201d) and that\u2019s when the game is afoot!&nbsp; You can put forward arguments, make another offer&#8230;. basically show that you know how to negotiate.<br>If you want to find out more, read <em>Start with No <\/em>by Jim Camp<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">No thanks, that\u2019ll be all<\/h3>\n\n\n\n<p>&nbsp;We\u2019ve covered prospecting and negotiating, so let\u2019s finish with closing the deal. How and when do you close?<\/p>\n\n\n\n<p>Say you have a client in a store. The salesperson often uses this unforgivable phrase, \u201cWill that be all?\u201d. Instead of wrapping up the sale too quickly, try to make it last as long as possible! Let the buyer go with the flow and leave them the pleasure of saying \u201cno\u201d later, during an additional sale. That will be the best signal that the selling has ended for the day and it\u2019s time to close your sale. Wouldn\u2019t it be better for the salesperson to ask, <em>\u201cWould you like anything else?\u201d<\/em><\/p>\n","protected":false},"excerpt":{"rendered":"<p>We didn\u2019t start this post with the legendary song \u201cJe t\u2019aime moi non plus\u201d (I love you me neither) by Serge Gainsbourg and Jane Birkin out of our love for French chanson (well, maybe a bit), but to show that it\u2019s not always a good idea to say yes during a negotiation and\/or try to be liked.&nbsp;&nbsp; \u201cNo\u201d is a very positive word. In some cases, it\u2019s even advisable to seek it out. Here are three tips for making \u201cno\u201d work for you. The yes needs the no to win&#8230; The value of \u201cyes\u201d is always contingent on a \u201cno,\u201d as former French prime minister Jean-Pierre Raffarin pointed out with [&hellip;]<\/p>\n","protected":false},"author":12,"featured_media":18543,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[1],"tags":[],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v19.9 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Sales techniques: Take no for an answer - Halifax Consulting \u2013\u00a0EN<\/title>\n<meta name=\"description\" content=\"We didn\u2019t start this post with the legendary song \u201cJe t\u2019aime moi non plus\u201d (I love you me neither) by Serge Gainsbourg and Jane Birkin ...\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.halifax-consulting.com\/en\/blog\/sales-techniques-take-no-for-an-answer\/\" \/>\n<meta property=\"og:locale\" content=\"en_GB\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sales techniques: Take no for an answer - 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