Direct Connect Forum: When Buyers Say No

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Post By Anna Thiele, Deliberate Directions Leadership Strategist

Anna focuses on writing website content and hosting a “Leadership, No Homework” book club. Anna received her Bachelor of Arts in Communication, with a certificate in Leadership and Human Resources, from Boise State University. In her spare time, Anna enjoys rock climbing, traveling, music, and the Enneagram.

Buyers say no all the time but that doesn’t stop people from buying. So what’s the key?

This week at Deliberate Directions we hosted a Direct Connect Workshop on this very topic. We used supporting materials from the book, When Buyers Say No by Tom Hopkins. 

There are a few things to keep in mind when you are talking to a buyer:

  1. You sell every day. Even when you aren’t asking for an exchange of money.

  2. Generally, if someone is choosing to be in front of you, they are interested in what you have to offer. Be confident in that fact.

  3. People buy from their emotional state. If you give them fearful words, they won’t buy. If you give them positive and uplifting words, there are higher chances they will sign your agreement.

Learn more by watching the video below.

Download the attached script and follow along during the video. Then, download the question sheet and begin to apply what you’ve learned. 

A huge takeaway from the book was to ask for agreement from the person you are selling to. During our live event on October 12th, 2022,  we had a real estate agent attend. Imagine their current situation; a 4% interest rate and rising house prices and they want to know if you are thinking of selling your house. A lot of people immediately say no way and hang up the phone! Based on what we had learned, the real estate agent walked away with a new tool. Before ever introducing the thought of someone selling their home, they asked if they could have a few moments of the homeowners time. Instead of assuming or rushing a sale, the real estate agent will now take it one step at a time. They will establish rapport and continually confirm both parties are on the same page. 

Learn and apply these key steps to turn no’s into a yes!

 

When Buys Say No Script

Download to learn more about When Buyers Say No.

When Buyers Say No in Action

Fill out this worksheet to explore how you’re applying your learnings from When Buyers Say No.

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