Know When NOT to Close the Deal

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11. Expect Yes, Embrace No
I once read an interesting book on sales called “Go for no! Yes is the destination, no is how you get there.” The central theme of this book is that instead of having a ‘yes’ quota, you should have a "no" quota.

The idea is that most sales professionals quit after they get enough ‘yesses’ to meet their quota, but they are leaving money on the table when they do. Instead, they should have a ‘no quota’ where they aim to get rejected a certain number of times instead. If the no quota is high enough, they’ll put in a lot more effort to get there and are sure to get more yesses along the way.

When closing deals, you can apply this approach in a way that works for you. Don’t get complacent after getting a yes, but don’t give up after getting a no. The trick is to keep going regardless of what happens.

Sales is a neverending numbers game. The more stamina afghanistan telegram data and optimism you bring to the table, the richer you’ll get.


12. Remember that it’s not always appropriate to ask for a sale. If you know that you haven’t fully solved their problem or got approval from the decision maker, asking for the close is not helpful. If you can’t reasonably expect them to say yes, wait. Otherwise, you’ll force a purchase decision too early and are more likely to get a no.

Be sure to cross your I’s and dot your T’s before asking for that sale by ensuring all needs are met.