The Conversion Code

Chapter 16

What to Say When Someone Still Says No

Let's be honest. Even the best salespeople in the world hear “no” often. You can capture Internet leads, schedule quality appointments, and crush your calls, but you will never close 100 percent of your prospects. So in this chapter I will teach you what to say when they say no. The best thing about executing The Conversion Code properly is that you will hear no a lot less than you ever have!

Buying Questions versus Objections

“I appreciate your time, but I'm not interested.” That's a no.

“How long does this take? How does the billing work? Can I do X if I change my mind?” Those aren't no's. Those are called buying questions. If you did your job properly, people will have started to visualize themselves as a customer (which is exactly what we want), and when they do that, their questions quickly change from discovery to mastery. You flipped a switch in their mind that caused them to go from a brick wall mind-set to a buying one.

So when you close and it's not an explicit yes, remember that doesn't mean it's a no, either. Sometimes we take those buying questions for objections in the heat of the moment, when really it's just a logistical concern. In fact, it's great to get buying questions. And when you get them, you must remember to ARC.

ARCing

Similar to an ARP, an ARC also starts with Acknowledging the question they asked and then Responding (AR). The difference is that now the last letter, C, stands for Close, not Pivot. ...