Please listen to the entire audio interview, this is just an overview of the content.
“NO” could mean three or four different things if you pay attention. Many DSRs are afraid of the word NO, but NO might open doors for further discussion.
DSR Dave and DSR of the Month, Simone DeVore, discuss all the different ways prospects say “NO.” The discussion picks up with a prospect (now a customer) that DeVore called on for three years before they finally placed an order. Oh, you bet she met the truck on the first delivery to make sure everything was the way the customer wanted. The customer was pleasantly surprised that she was there!
Simone shares step-by-step what she did with that prospect and how she deals with prospects saying “NO, NO, NO – – I’m happy with my current suppliers.”
There are different kinds of NO, according to DSR of the Month Simone DeVore that you must pay attention to:
- Solid NO
- Stern NO
- Half NO
- Soft NO
Each mean something different, and different actions go along with each of them.
Simone walks you through actions you might take to turn the prospect into a customer.
She followed the lead of that prospect as the months and years went on as to how many times, and how often she stopped in to see them.
DeVore would take notice of (1) How they were doing business, (2) Which products they were using, and (3) Which items they might be able to use.
When she stopped in periodically, she might let them know she was there, and sometimes she did not. She brought samples with her on various occasions of products she thought would work in their operation, even though they still said “NO.”
DeVore: Usually, I start talking to them about other products that I know or programs that we have that may differentiate us from our competition to see if it sparks any interest. If they kind of seem like they’re a little interested, I try to schedule appointments. But unfortunately, there are those who are going to tell you no every time you come in. So, you just space your visits out. Whether you sit down and eat to simply let them know you’re still around or you try to talk with them, I believe it is super important because you never know what is going to happen with your competitor.
Is the competitor’s company going to let go of that sales rep, maybe? Is that sales rep going to switch territories and they’re going to get a new one? Could there be delivery issues? Have they changed their minimums or their line items per order? There are many different reasons in this climate where you are seeing a lot of changes within other companies.
So, keep after those customers and don’t let them forget your name or your face. I think eventually it just kind of full circle, comes around.
Be a Resource and SELL SOMETHING!!
