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"Why Saying No Can Make Your Sales Rate Soar"

- by "Dangerous" Debbie Jenkins

(c) Debbie Jenkins. All Rights Reserved. http://www.debbiejenkins.com

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Yes, it's true. Saying "No" is a great way of getting people to want what you've got even more.

The problem is, most small businesses rarely say no to anyone, so they never get to see power of this two- letter word in action. While it's always a risky strategy, saying "No" can be a really good way of making your business even more desirable.

Here Are 4 Ways "Saying No" Can Get A "Yes"

1. Child - Adult When you were a kid, you'll remember that some things were for adults only. Your mom or dad would say, "This Vodka, Whisky, Beer is for adults, not for you." Then as kids we would either sneakily try it out when their backs were turned, try pleading with them for a "little taste" or eagerly await day we were old enough to try it. When we did finally try it we'd nearly choke and then pretend to ourselves that putrid tasting liquid burning our throat actually tasted good! This little fib will then follow a good proportion of us into our adulthood.

Simply telling someone that "this is not for you" will appeal to rebellious child in them and make them want it all more. Bonkers but true!

Here's closing part (slightly modified) of a sales presentation (dressed up as a cosmic health seminar) I remember hearing. Although this particular example is blatantly obvious when you know what you're looking for, it created a massive rush of people paying over £2000 each at back of room...

"Right, so you've heard me speak for 20 minutes now, about how I cured my own halitosis through power of positive thinking. Now I'd just like to tell you about a 3 day workshop I'm running called 'The Smell Journey' but before I tell you any more, I should just make a few things clear. This workshop is not for everyone! Only people who are smart, decisive, intelligent, wise, open minded and ready for a better future should come and sign up today at desks that you'll find right next to all exits."

While I've obviously amended message for our amusement, this pattern really worked for presenter and will work for you too.

2. Don't Doesn't Work... Why is it that when people tell us not to do something it seems to happen as if by magic? How many times has someone said, "watch you don't fall" just before someone goes crashing to floor? Could it be that by saying don't do something you could cause that thing to happen. Yes! Absolutely!

Here's an experiment...

Right, I don't want you to think of a pink monkey...Now don't think of that pink monkey dancing and playing a purple guitar...

And whatever you do, please don't imagine that pink monkey is dancing on back of a green elephant riding a motorbike.

So what's problem?

I contend that companies generally do not pro-actively think about customer. Ask yourself how easy is it for your customers to do business with you? Better yet, ask your customer. Organizations don't begin to think about customer service until a customer complains. And truth is most customers don't complain they vote with their feet by going elsewhere. What I call their silent vote.

You might be surprised to find that:

64% of customers feel companies with which they frequently interface by telephone are not respectful of their time 70% of customers will change suppliers due to poor service - today's competitive environment makes this choice easier. It takes between 2-4 times cost to find a new customer as to retain a customer Reducing these customer defections by 5% could increase profits, as much as 50%

It seems clear where I would spend my time if I were senior management of any organization. I would aggressively develop a passionate attitude throughout my organization to ensure every experience that every customer has is more than they expect - in other words seek Customer Delight in everything we do.

Believe it or not, most organization don't know how to start, let alone, deploy an effective customer oriented attitude and support system. It's more than one or two individuals trying their best. Or latest piece of technology. It's starts with CEO. His or her deeds, and action towards customer represent standard. The CEO must believe that always doing best for each customer will contribute significantly towards increasing financial health of company. Then trickle-down magic begins. Everyone else within organization now clearly understands that customer's not only matter, but are reason for being in business.

Let me provide a simple, but powerful example.