“Some will. Some won’t. Next” was a saying I learnt from Bob Johnston, international sales trainer.
Bob’s intention was to help salespeople to not take it personally when potential customers said “No”.
When you think about it, it’s actually quite logical. Some will want your service or product and some people won’t want it. Some won’t want it now and some won’t want it ever. For those who don’t want it ever, move on to the Next potential customer.
This affirmation not only helps with mindset, it also helps with productivity because the salesperson doesn’t waste time or energy following up someone who doesn’t want the product or service and the potential customer doesn’t feel harassed into buying something.
This leads to my next point. It’s okay to say “No”. In fact, salespeople prefer you to say “No” if you don’t want it because it frees them up to move on.
I appreciate it when people say “No thankyou” to me. I don’t take it personally. They have their reasons. I accept their decision.
It sends me bananas (frustrates me) when I take the time to follow-up with people and my calls aren’t returned. It means I’ve either got to invest more time to follow-up, just in case they do want the product or service or I make the decision myself that they don’t want it and move on. The latter decision could well be an incorrect decision because they may want the product or service at a later date. Who knows?
Recently Ross and I have requested quite a number of quotes from various trades as we’ve renovated the house. We always make it a point to let people know when we’ve decided to go with another supplier.
Your mission this week is to be assertive. If you have decided you don’t want to purchase something, or you’ve chosen a different supplier, please speak up. The salesperson will appreciate it.
They know, Some Will. Some Won’t and they can move on to Next.