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Por: Nicolas Lingordo 11月 18, 2020

No-maybe-yes

How to transform a PERHAPS 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.

This intrinsic denial is assumed as normal and we are made uphill to reach the stated goal: to lose weight, to get a promotion, to do a postgraduate degree, to fall in love with the right person, to believe that our environment changes with a new government.

Many of the customers put that NOT firm entry to feel confident and unconsciously ward off possible competition in the future. It is common for companies of the same field to see their peers as adversaries and not as colleagues. Part of the threat is no. The IS NOT an opportunity that presents us with life to transform us and be what we want to be.

The options begin to transform that IS NOT a PERHAPS since the owner of the denial becomes threatened by the progress of the proposed solution. It's imminent. In order not to miss the opportunity, start playing the PERHAPS described in some familiar phrases in commercial life: "send me your proposal" "when a novelty arises I communicate" "I would like to see your background on this topic".

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

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

One thing that's clear in our whole lives is that no one's going to come looking for us if they don't know we exist. "Sounding phones" is essential when it comes to providing solutions or savings, for something that already exists and we propose an improvement.

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

Active listening at the PERHAPS stage is essential to achieve our YES and that of our interlocutor as it can feel understood and at the starting point necessary for the next step, which is trust. An environment of trust is very powerful, in every aspect: you achieve what both parties want, beyond the professionalism with which you care.

So old is the saying that "we can't expect something if it's not from ourselves," that we have to refresh it every day of our lives, to walk the path we want:

No-Maybe-Yes

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