When You Say "Yes" to Your Client, Your Client Says "Yes" to You

Over seventeen years in sales, I’ve experienced plenty of “No’s” from prospective clients. It takes thick skin to be in sales. In my experience selling B2B products, successful reps fail 85% of the time. That’s a lot of rejection.

Selling or customer success is a combination art and science. The science is about your messaging, value proposition pitch, ideal customer profile (ICP) or target market, and sales process. The art is how you make your target market feel throughout the marketing and sales process. Too often sales people are focused on the value proposition and driving a rigid sales process that does not allow much for active listening to a customer. What can be worse is the belief the product is so amazing that it will sell itself. Then, the moment we hear any form of “no”, we elicit an emotional response because our ego has been hurt and we stop listening.

Improvisation and a “yes, and…” mindset can be a game changer in the art of selling. It trains sales people to actively listen to clients and respond appropriately. It can take a little bit of time to exercise this muscle that will remove ego from the equation. Whatever the objection; pricing, function, timing, competitive comparison - as a sales person we can take this as an opportunity to agree with the customer and still advance the campaign. Consider hearing the following and try responding to each with “Yes, and…” and share yours in the comments:

“No, your price is higher than your competition.”

“I like it, but it may be a bit overkill for what we need.”

Let’s dive into what the “Yes, and…” mindset can do to impact a sale on this weeks episode!

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