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Por: Nicolas Lingordo November 18, 2020

No - Maybe - Yes

How to transform a MAYBE into a YES when it comes to selling.

Life is full of "NOES" and we give them implicit in our daily routine in all aspects: personal, work, professional, social, political.

We assume this intrinsic denial as normal and it becomes difficult for us to reach the goal set: lose weight, get a promotion, complete a postgraduate degree, fall in love with the right person, believe that our environment changes with a new government.

Many of the clients, put that very firm NO at the beginning to feel sure of themselves and unconsciously ward off possible competition in the future. It is common for companies in the same category to see their peers as adversaries and not as colleagues. Part of the threat is NO. The NO is an opportunity that life presents us to transform ourselves and be what we want to be.

The options begin to transform that it is NOT a MAYBE since the owner of the denial starts to feel threatened before the advance of the proposed solution. It is imminent. So as not to miss the opportunity, start playing the MAYBE that is described in some phrases known in commercial life: "send me your proposal" "when a news comes up I'll let you know" "I'd like to see your background on this issue.

The alternatives to achieve the YES, I summarize them in one sentence: be clear when communicating, insistent on the proposal and assume that trust is being built.

In competitive environments, we must find the right proposition in order to promote our success and recognition. That depends on the insistence and our focus to carry out the proposed solution.

Something clear throughout our lives is that no one is going to come looking for us if they don't find out that we exist. "Ringing the phones" is essential when it comes to providing solutions or savings, for something that already exists and we propose an improvement.

YES do not depend on ourselves; we must convince and convince ourselves that this proposal is the best. Not being convinced, hesitating, doubting, makes us go back and generate again the MAYBE, a stage that we had already overcome.

Actively listening in the MAYBE stage is essential to achieve our SI and that of our interlocutor, since they can feel understood and at the necessary starting point for the next step, which is trust. An atmosphere of trust is very powerful, in every aspect: what both parties want is achieved, regardless of the professionalism with which it is approached.

So old is the saying that “we cannot expect something if it is not from ourselves”, that we must refresh it every day of our lives, to travel the path we want:

No - Maybe - Yes

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