Tag Archives for " Saying No "

Summer Martin, The Sales Evangelist Podcast, Donald Kelly

TSE 171: Sales From The Street- “Sometimes You Have to Walk Away”

Summer Martin, The Sales Evangelist Podcast, Donald Kelly Is lack of confidence getting the best of you that you find it difficult to say no to a particular customer or deal? I know there are quotas and all those numbers you’ve got to meet, but sometimes it’s okay to say no. If you deem it’s not the right fit, sometimes you just have to walk away. Let’s find out how today’s guest dealt with this.

Summer Martin has worked at a company for three years now, where she initially focused on operations until finally moving on to the sales side.

Here are the highlights of my conversation with Summer:

The biggest challenge Summer has had as a seller and how she overcame the challenge: CONFIDENCE

How Summer overcame this:

She had a client who got hung up on the price and wanted her to match the price of the other competitor but she was able to gather the courage and confidence to say no and walk away.

Insights learned from Summer:

  1. Sometimes you have to walk away.

Do not only convey the value of what you’re bringing to the table, but you also have to know your worth.

  1. If it’s not a fit, whether not a fit for the customer or not a fit for the salesperson, you have to be willing to walk away.

Connect with Summer Martin on LinkedIn or visit her website at www.summercmartin.com or on Twitter @summergory.

Summer’s Major Takeaway:

“All money isn’t good money. Every deal isn’t a good deal. Trust and believe. The right ones always come. Just be patient my friend. And know your worth!”

TSE 069: Just Say Noooooo!

As a new seller, one of the biggest challenges that I faced was the fear of saying “no” to prospects or clients. Why? I thought if I said no to any questions that they ask, I would disappoint them and eventually turn them away. Have you ever felt the same way? Well, in this episode I share my experience with this challenge, how I overcame it and why you should say “no” even more.

Here are some of the major take aways from our discussion:

  • Saying “no” will make you different from every other seller who are a “yes men/women”.
  • It is important to be honest with your prospects. Don’t get in the habit of taking on projects that are not a fit for your business, you will waste time and money.
  • Saying “no” to things that are not for your organization allows you to focus more on those that are a fit for your business.
  • Being honest is important.
  • When you say no to a prospect they will respect you more because you were upfront with them unlike the stigma that they may have had about what a sales person is like.
  • Finding out why a prospect asks you certain questions will help you learn if something is critical or not.

After listening to the episode, answer this question below in the comment area. “Do you feel there is ever a time when you should say yes to a prospect no matter what?” (Y or N)

Learn why it’s important to be able to tell your prospects no!