About the Episode:
What’s something in sales that can apply to everyday life? It can apply to sales, family, relationships, work, and anywhere. If they’re giving you anything other than a strong, clear yes. It’s a no.
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Watch the episode here:
- If a person can’t decide, it’s a no
- It’s a no if they go quiet on you
- Anything other than a yes is a no
- Excuses are excuses
- If they stall, it’s a no
Hey, what’s shakin’, hey, I’m Rick Jordan. Today, we’re going all in. Today I’m going to talk to you about something that is very, very important. When it comes to sales. You can even apply this to relationships, conversations with friends, a loved one, a partner, a spouse, whatever. This came up on my Instagram feed. And I recalled something that a mentor of mine about a decade told me when it involves sales, and recently experienced this with some of our people, internally with some sales that we were trying to push across the board. It’s important to revisit this. And this is also the case whether you’re servicing a customer or whatever it is, any kind of interaction, business-wise, and even any kind of interaction with people in general. This is an important rule of the universe. That is ironclad that you need to follow. Ready, The suspense is done. Here it is. Anything other than a yes. Is a No. Anything other than a yes is a no person can’t decide. It’s a no-person who asks a question. It’s a no person says, You know what? Or goes silent on you. It’s a no. Anything other than a yes. Is a no. That means that there’s something else going up inside their head right at the moment.
So there are things that you can do around this too. But I want you to assume from here on out that unless you hear a clear, yes, that means no. But there are things that you can do about this because I was going through this with one of our salespeople, one of our account managers. And I’m like, here’s how you do this, because everything is a loop, right? Because you cannot leave something open-ended. There’s a difference between salespeople and closers, period salespeople, which are more like farmers, as far as I see, right? They nurture accounts and all that stuff and make sure that they’re happy and everything. But a true account manager, a true salesperson is a closer and the only way you can close, there are two things when it comes to sales. And this would be the third rule that I’m giving you today. But the first one, when it comes to sales is you always have to ask for the order.
The reason why most sales when you get there, when you get to the point when you’ve had the presentation that they don’t close is because you didn’t actually ask for the clothes. So you present then you close say, What do you think about this today? Can we do this? Can we move forward? Can you sign here? Whatever the question is ask for the order. Can we proceed Fair enough? Then they come up with something right? It’s something other than a yes. Which means no, in that moment, it means a no. So they come up with an objection you say, Well, no problem. Bla bla bla, bla, and then how about we move forward now? Then they say, Well, I don’t know. Because there’s this other thing, so Okay, no problem because baba, baba, can we do this? Are you ready to do this? Yes. So it’s a present? Close? Objection, close. Objection, close. Objection, close. It’s this loop that you have to follow in order to get this deal across the table? Because anything other than a yes. Is a no. Let me think about it. I’ll sleep on it. Let me talk to my wife. Anything other than a yes? Is a no, you know, I’m not so sure about the terms. You know, whatever it is, or you know what, I need to push this off till next week because I got this going on, you know, then I’ll sign next week.
Don’t take that. That’s one of the biggest sly blowings smoke up your ass things that I’ve ever heard when it comes to that. So you know, sure I’ll sign next week, I just have to get with this person, you know, for them to review it also, or you know what, I’ll sign next week? Because I’m too busy today. And you’re right there in front of them. That’s a no, everyone that is a no. Or if it’s just scheduling with something, you know, for service like, Hey, how about tomorrow at 10 am? Well, you know what, I’ll have to check. That’s a no, take that as a no and be like, you know, what, if that doesn’t work? How about this other time instead? Because I really want to get with you on this. I know this is important to you. How about this other time? Well, I’m not so sure. You know, I’ll have to just check my schedule overall. Well, I’m gonna take that as a no respectfully, I’m gonna take that as these two times don’t work for you. So I want to respect your time. Can we make sure that we get something locked in right now? That does fit in your schedule? Could you pull up your calendar for me? Anything other than a yes? Is a no. And there’s this big one, right? If somebody can’t decide, and I’m telling you to apply this outside of sales to apply this to your life, take this perspective with your interactions with friends, partner, and spouse, does anybody else take this as anything other than a yes as a no, because it’s the same principle? Because if somebody just comes up and says, Oh, I have to Look at it or, you know what I need a, I need a week to think about this stuff like, Okay, well, what what part? Can I help you make more clear for you? I just want to make sure that we do have an understanding of each other, that we have just that we’re on the same page on some of these things, I understand that we may see things differently.
But I just want to make sure that I understand where you’re coming from, and that you understand where I’m coming from. And then you can get to the bottom of these things. Because anything other than a yes is a no. take that to heart, because that’s the only thing that’s going to get you through sales and get this thing pushed across the finish line. It’s the only thing that will get you across a conflict with somebody that you are involved with, with your kids, whatever it is. It’s the only thing that’s going to get you across the line. When you go into a conversation. You think you know, what if I don’t get a yes out of this? That means it’s a no. And that no. So I want to reframe this right that No, doesn’t mean that there will be a yes. Never in the future. There will never be a yes in the future. That no today could mean a bunch of different things. But the no could mean it’s not the right time. And that’s okay. That is perfectly okay. Because if you ask three times and I want you to this is a follow-up. This was like a subparagraph here. If you ask three times. Just start to assume that No. Or that indecisiveness? Where that hesitation to give the Yes. Just means that it’s not the right time. And that’s okay because then you can come back when things align at some point in the future. Be like, you know what, I’ll follow up with you. It’s okay. It’s okay. I will follow up with you. Let’s say a week I’m gonna call you at this day and this time and be specific or you know, if it’s a relationship thing you can be like, can we talk next week? How does this day sound? You know, we’ll just come back to it. We’ll circle back to it. We’ll shelf it right now. And then we’ll circle back to it. Anything other than a yes is a no in any interaction, especially in sales.
Go ALL IN…