***NOTE: This is part of a multi-article series on ethics in selling. The Our Shawn provides keynotes and other programs on ethical selling and he brings you some of his thoughts and findings here. Make sure you check out all of the articles at our blog. If you need more assistance call us for an appointment.***
If you are going to sell (and sell well) you are going to hear a lot of “no’s.”
There is certainly nothing ethically wrong with asking and getting an answer of “no.”
The ethical question comes in with what do you do with a “no”
If you study different sales materials – like I do – you’ll see that “no” is often treated a lot of different ways from “ignore it” to “now the sales begin” to “walk away” to never speak again.
What you do with the “no” shows a lot of how your value your fellow man and your profession.
One side of the argument is a “no” is a “no.” Those that believe in this rationale say that if the person wanted to buy they would buy.
But we know that life isn’t that simple. There are usually a lot of reasons behind a “no” (more on that later).
On the other extreme are folks like Grant Cardone who will tell you to keep pushing for the sale.
So aside from good business where does ethics come in?
Ethics are moral principles that guide behavior.
At some level impacting others and not following their interests would be considered by most to be unethical. We each have the right right to live free and independently.
But we also know that sometimes “no” is just “no for now.” So when do we stop? When might be bothering others such much that it’s unethical?
My working rule.
My working rule is that a “no” is a “no” and I look for the next prospect.
This is assuming that the prospect has full information, understands their situation and has knowingly decided to not work with me or my team. Many surface “no’s” don’t meet this standard — rarely are our prospects working on full information.
But when they are and say “no” that’s when I say “a no is a no.”
I am sure I am leaving tons of money on the table and some sales trainers would turn a hard “no” into a yes. But it someone doesn’t care for my offering I don’t want to hard sell them into buying. I prefer buyers that come to me knowing the value I add.
And with my standard I can sleep at night knowing I am not bothering others.
And it’s good business too. I want customers that are really motivated. If it’s “no” because of current conditions I know the sales process can continue. But if they don’t want me I don’t want them. There are a lot of other prospects out there.
The Our Shawn
P.S. If you are enjoying our tips and know a friend that needs advice that will challenge and improve their thinking on business forward them this and have them sign-up here.
P.P.S. I addition to these regular business tips I also send tips to help those that want to Do Business in the United States. If this is something you – or a friend – would love to hear about sign up for yourself or have your friend sign-up here.
Republication: Permission to reprint this article by McBride For Business, LLC at no charge is hereby given to all print, broadcast and electronic media provided that authorship is attributed to The Our Shawn (R. Shawn McBride), McBride For Business, LLC, www.yourbusinessspeaker.com and www.planningdoneright.com, 1111 S Akard St #100, Dallas, TX 75215 on the following conditions (1) organizations publishing articles electronically, a live, clickable link to www.yourbusinessspeaker.com and www.planningdoneright.com must also be included with the body of the article, (2) one copy of your publication must be mailed to McBride For Business, LLC, 1111 S Akard St #100, Dallas, TX 75215, and (3) a bio of The Our Shawn (R. Shawn McBride) must be included – The Our Shawn (R. Shawn McBride) is a speaker and trainer on how to Do Business Effectively(TM) including Time Magicment(TM). Permission is granted for reasonable editing for (1) content and industry specific examples or terms, (2) length, or (3) title change.
Affiliate Notice: We may have affiliate arrangements with some third parties and we may receive payment for recommending their products or services. We do not knowingly recommend any products or services we do not believe in.
Posted In: Business