‘NO’ Is Deceiving

By Tibor Shanto
Last week I looked at the power of the small word ‘NO’ in halting sales, preventing President’s Club, and more; but we looked at it in the context of the prospecting experience, very early in the process. But objections are dynamic, just like the buy/sell cycle, and as such our ability to recognize them and deal with them effectively needs to be as or probably more dynamic.
As we get towards the end of the sale, for me, ‘NO’ becomes more ominous, for one simple reason, I have invested a lot in completing the journey. Oddly enough most salespeople seem to be able to manage objections better at the end, then in a first prospecting call. How else can one explain why salespeople eagerly pursue one type of objections, the ‘NO’ at the end, yet are terrified about hearing the same ‘NO’ at the very embryonic stage of the sale, the