It's a pretty limited way of thinking, when you consider sale/no sale the only two outcomes.
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The Sales for Nice People Podcast
Ep 37: "Selling is binary", say the gurus. And they're wrong.
Welcome to Sales for Nice People, the daily podcast for ethical entrepreneurs who want to sell more and earn more without having to be sleazy about it. This is episode 37. I am Martin Steller. I help nice people sell more. And no, sales is not a binary thing. There are some sales gurus out there who will tell you that either they buy or they don't buy, it is binary. And yes, to that extent where you're talking about an offer, there is a binary aspect. But what if there is more? If you treat a lost sale as the end of it, then everything that you could have with that person stops at that moment. And then maybe at some point you want to follow up again, and you have to figure out how to get them to respond to you. They've already said no, so they're probably not going to respond, so you're stuck. And the deal that you spend time and money to generate and get into your calendar ends up going to waste. So I invite you to take a different perspective. Instead of seeing sales as a binary process and the no as the end of it, see the no as the start of something new, tell your buyer, okay, thank you for letting me know. I'm glad to know this. Is there any other way I can be of service? Would you like me to recommend some? Would you like me to introduce you to somebody? Is there a different way that I can help you solve your problems? There are a number of different ways that your buyer can continue to stay engaged with you and talk to you. And they might at some point buy something. Anything else, they might introduce you. There's all kinds of opportunities, but you will never get those opportunities if you consider a lost sale the end of the line. So forget about the idea that sales are binary. No means something else. No doesn't mean the end of the road with your buyer. That's it for today. If you want to have a short daily email in your inbox, go to martinstellar.com/nicepeople. You can sign up there for something useful every day, and I will see you tomorrow. [BLANK_AUDIO]