LEP Intro - Sales Strategy Questions Part 2 by Maria Van Thienen https://padlet.com/maria_van_thienen/yiwodt3svxv5 en-us 2019-04-14 11:28:18 UTC 2019-11-18 13:02:41 UTC hello@padlet.com Why do you think people say that saying “no” is the core of sales dexterity? maria_van_thienen https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/351583903 2019-04-15 08:01:10 UTC https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/351583903 Jibril Kechidi https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/351613910 By saying no, the sales says that he is on the same level that the prospect, and he keeps the lead of the talk. 
It is essential to master the conversation to be valuable and relevant. Ans it allows to lead our prospect where we want to go : make him talk > understand his whole situation and problems > offer something valuable (problem solving, new vision) > stay in strong position during the negociation]]> 2019-04-15 11:44:07 UTC https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/351613910 Eric https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/351624706 Dire "non" à moment, renvoie une impression d'honnêteté et sincérité; indispensables pour créer une relation de confiance. Plus subtilement, cela crée aussi une forme de rareté qui peut susciter l'envie chez le prospect. ]]> 2019-04-15 12:34:37 UTC https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/351624706 Livia https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/351631896 Because it sets a healthy and efficient ground for a sales discussion: as a sales people I am not going to tell you always yes to please you and take your order at any price. My solution has a price as it brings you an amazing ROI. If you can’t see this, then you are not yet convinced (so let’s continue talking about it) or this is not fitting with your needs.

]]> 2019-04-15 12:57:44 UTC https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/351631896 Sinclair Colas https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/351634012 Saying NO can shake up the client (in good way) in order to keep his attention as he must be waiting for the reason and it also creates a trusted relationship between us as we are not here to sell our solution for any condition at any price. We prove that we are more a business partner than a regular provider.]]> 2019-04-15 13:04:03 UTC https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/351634012 Nicolas Bressy https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/351660238 I believe "NO" is a good way to show honesty, as well as staying true to our vision when the prospects ask about feature/elements that we don't offer on purpose ("mascottes", SCORM content creation...)]]> 2019-04-15 14:10:33 UTC https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/351660238 Luc https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/351662639 It shows that we are experts and have a vision that we want to spread and share with our prospects. ]]> 2019-04-15 14:16:38 UTC https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/351662639 Ketcia ketcia_thach_kingsman https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/351668955 Saying no means that we are trusted advisors. I am not selling anything, I'm advising you the best I can. ]]> 2019-04-15 14:31:33 UTC https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/351668955 Regis regis_alvaro https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/351692971 We have a vision, we are willing to share it. As sales, we here to understand the prospect issues so we can offer them THE ONLY solution available on the market. Our vision is so advanced that we might encounter people who do not share this vision with us yet. let's be prepared, we will have to say no and stand by this vision and explain why (case studies, market context, company history)

"We want to buy on the shelf a module on sales skills" -- > No, this is not the best strategy for you because your top salespersons are within your organization

"We don't want to decentralize the creation of content"

and so on... ]]> 2019-04-15 15:27:25 UTC https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/351692971 Nicolas Bulcke https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/351728554 Saying NO means I am a trusty counsel. My aim is to build a win-win deal and eveything cannot be part of it (price means value / digital learning best practices must be promoted and followed / ...).]]> 2019-04-15 16:52:09 UTC https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/351728554 Anne https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/352119540 Yes, we CAN and we MUST say no to our customers in the case their expectations are too far from our vision and our statement to connect leaders to learners.
We need to show through this position that we really believe in what we share. This will create a 'gap' and a 'must have' for our customer and so strengthen our position of leader on this market segment.]]> 2019-04-16 19:52:25 UTC https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/352119540 Giovanni https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/354037790 Because it means we know something they don't.
At that point, prospects feel they are talking to experts, they are in the position to learn. ]]> 2019-04-25 09:22:24 UTC https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/354037790 David L https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/354393775 Showing them an important thing:
I am not a sales person.
I am an expert, a consultant, working for the leader of the LEP business.
And i am not ready to tell them yes to all just to sell them something.
I could, but that's not my work.
My work it's to change the way you work, and your life.

]]> 2019-04-26 10:03:49 UTC https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/354393775 Gabe Ross https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/355071411 I have found that saying no is super helpful because it helps you maintain control of the conversation and flow of information. Maintaining control is a key differentiator between a successful and an unsuccessful call. If I am able to maintain the flow of information and the path of the conversation from the beginning the odds are much higher that I will have control at the end of the conversation and I will have control over the outcome. There is also something that happens inside a persons mind when they are told no, your desire for something increases when you are told you can't have it. ]]> 2019-04-29 15:42:45 UTC https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/355071411 Travis Lopes https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/356278270 Every healthy relationship is a two way street, and includes honest communication. As a salesperson, there are times when our customer thinks they want something, but we know that a larger conversation would add more value. No is a good thing here. There are other times when a client demands something of us that will take a lot of time. No, but maybe if... is a good thing here. Give to get and always trade actions so that both salesperson and client are engaged in the relationship ]]> 2019-05-02 16:09:37 UTC https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/356278270 Hugues client_success https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/357102762 Saying NO is showing to the client that I'm not only a salesperson but also a real advisor that will truly help him deploy a digital learning strategy. Besides, saying NO put ourselves in a premium position which gives us an advantage notably for discussing prices]]> 2019-05-06 09:44:23 UTC https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/357102762 Alex Kinney https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/357376909 Saying no is a way to show that I'm not just being sycophantic, but you need to say no in a very professional way. It's a tight rope to say no to a client without risking the chance of belittling them. ]]> 2019-05-06 20:12:20 UTC https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/357376909 Shilpn Patel https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/357661495 By saying "no" we accomplish a couple things. 

1. Personally, we can quickly qualify out deals that aren't the right fit for us, saving us and them time. 
2. It puts us in a position of credibility and leadership. WE are the experts, the prospect isn't purchasing a new solution everyday nor do they have the insight of it's a impact across a wide array of companies. We must put ourselves in the position of experts and this is done by challenging their position when it is not aligned with ours. If they don't accept, we're not the right fit for them.]]> 2019-05-07 15:03:48 UTC https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/357661495 Freya Aylward https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/361650727 Using the response 'no' demonstrates that you are a credible source of knowledge as it portrays honesty. You are challenging their opinion and position marking yourself as an expert in the market. This also allows for us to filter out opportunities that are not suitable. ]]> 2019-05-20 09:21:47 UTC https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/361650727 Milly https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/361651693 Saying 'no' demonstrates that you are a credible source of knowledge as it portrays honesty. You are challenging their opinion and position marking yourself as an expert in the market. This also allows for us to filter out opportunities that are not suitable.]]> 2019-05-20 09:26:33 UTC https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/361651693 Robert https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/361690021 2019-05-20 12:11:14 UTC https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/361690021 Adam https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/361704935 Saying no means I'm not just here at your service - You have to fit our business model as much as we fit yours.]]> 2019-05-20 12:50:46 UTC https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/361704935 Robert https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/361781962 It is not as simple as saying No. 

If I tell a buyer that we can do everything, they will tell me Bullsh*t. 

If, instead I ask them why their requests are important and tell them yes or no honestly and what we can do instead they will see me as a consultant. 

The concept of saying no, only works if applied correctly. To build rapport, trust and interest. 

]]> 2019-05-20 15:28:42 UTC https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/361781962 Carl https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/362144538 As it indicates to the prospect that you are knowledgeable on the topic and might know something they do not. The fact you are qualifying them in to sale so speak psychologically increases their will to work with you.  It puts you in a much more powerful consultative position in the sale and allows you to lead the process all of which actually puts the prospect at ease. Buyers like to be led, especially by experts]]> 2019-05-21 13:58:22 UTC https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/362144538 Bryn https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/362193338 By saying ‘no’ we are not immediately acquiescing to every one of their needs. If we do everything they ask it comes across as ‘know-all’, and that we are saying anything to get the sale. 
By saying no, and justifying that decision we are consolidating our roles as informed consultants, who are trying to solve their problems not sell them a product. 
]]> 2019-05-21 15:37:40 UTC https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/362193338 Alex Chainer https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/369110742 It shows that we know what we can do and that we know what we are talking about - we’re experts. It shows honesty.]]> 2019-06-25 13:00:00 UTC https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/369110742 Adrien https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/369960573 Saying no proves that you are confident about the vision you're talking about. Also, keeping the information makes the salesperson powerful here.]]> 2019-07-02 13:11:57 UTC https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/369960573 Martin https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/370977709 Only an expert ]]> 2019-07-12 14:25:14 UTC https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/370977709 Martin https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/370977711 Only an expert a]]> 2019-07-12 14:25:15 UTC https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/370977711 Martin https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/370977713 Saying no at the relevant moment and backing it with propers arguments shows you're 
- honest and not a yes machine
- expert capable of challenging the prospect thanks to your experience,
- confident in your solution, raising the prospect's level of interest
- ...]]> 2019-07-12 14:25:15 UTC https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/370977713 Arthur https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/371309837 Prospects aren't used to hearing "no" from a sales rep; it is a powerful way to flip the table and incite curiosity and desire from the prospect.]]> 2019-07-16 12:48:51 UTC https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/371309837 Pascal https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/374282253 Because the most important in a sales cycle in to gain TRUST, being seen as a trusted advisor is the shortest way to get there. So being able to get clients learn from you and question their own way of working is a great asset]]> 2019-08-13 10:01:45 UTC https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/374282253 Dimitri dimitri_brijatoff https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/377399578 Saying "no" at the right time creates an impression of honesty. This honesty is essential to create a real relationship of trust.]]> 2019-08-27 08:28:48 UTC https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/377399578 Nicholas https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/379171085 Establishes trust. If the sales can say no that means she's not on rails or looking at things one-sided. ]]> 2019-09-02 15:18:43 UTC https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/379171085 Adrien https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/380299689 People don't want a product to resolve all their problems (even if they think they want it). What they really want is their main problems to be solved (because a large part of their minors issues come from the main ones, that will be solved).

Saying "no", we tell them that we know some problems we don't solve, thus we tell them we know exactly what problems we solve. And they have some problems we solve.
We can find which are those problems by identifying with them their pain points]]> 2019-09-05 09:02:31 UTC https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/380299689 The main goal of saying "no" is to engage our prospect. The purpose is to verify that we are seeking for the same purpose. Saying "no" is about honesty on the maturity of the prospect. The main purpose in the Saas industry is to sell value. To do that, people have to trust the value proposition you are selling. https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/391875254 2019-10-01 13:48:41 UTC https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/391875254 Will Franco https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/395793280 If you are adding value, then saying no at times is necessary in the sales process. Saying "no" at a certain moment will give the prospect the opportunity to truly assess their situation and it will give the salesperson the opportunity to truly help. By saying no, you are truly qualifying the prospect / client by getting to understanding if you could truly help. ]]> 2019-10-09 18:36:06 UTC https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/395793280 Thibaut https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/412623034 Being able to say "no" shows values like honesty and transparency. It shows as well that you believe in your vision and your pitch, and that you are note ready to everything and anything to sign a deal at all cost.]]> 2019-11-18 11:36:27 UTC https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/412623034 alexandre_lam https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/412648517 2019-11-18 12:56:17 UTC https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/412648517 Alexandre alexandre_lam https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/412649436 Saying "No" is a way of showing my prospect / client that I'm being honest. We have a specific product and business model build to sustain a particular vision in which we believe. I want to help people who agree and are willing to jump into that vision with me, and if its not the case, no big deal but its better to not waste each other time. The "No" helps balance the discussion also in order to the client to understand I'm a unique partner, I'm not here to sell anything, at any price to anybody.]]> 2019-11-18 12:58:10 UTC https://padlet.com/maria_van_thienen/yiwodt3svxv5/wish/412649436