Skip to main content

Salespeople - Just Answer the Question.

How we love to elaborate…     Both in our personal and business lives.   It is rare to find somebody who simply answers the question.

In sales, it is becoming more and more critical to just say yes or no.   If you want to embroider afterwards, by all means, but tell the client you can or you can’t do it, first.


That’s what they remember, the yes or the no.
Being married to an engineer, I have learnt that if I don’t answer the question, he simply repeats it, until he gets a definitive answer..

As the above is extremely bad for marital relationships, I try to say yes or no first and then give the details.


I thought it was just me, but I have been observing my friends and the people I work with, and it is fascinating how few one word answers are immediately available.
When you are selling and a client asks you:

  • If the widget turns blue in the dark, say yes if it does, then ask if that is a key part of the decision making process
  • If they ask when you can deliver, give them a date, then you can start to unpack if that was a buying signal.




  • If they want to know if there are additional features and benefits, say yes there are and then tell them what they are.
  • If they ask if it comes in pink, say yes, then tell them about all the other colours, but first say yes!
While I know that this might be counter to the ABC (Always Be Closing) of selling, I have realised that when I am in a “being sold to” situation my perception is that not answering the question directly is a sales ploy.   The sales person’s credibility immediately drops.   I know I am being pitched, and I immediately become defensive, and not that keen to finalise the deal.





So for me it’s the moment I hear the “If I can confirm that it comes in blue, will you sign the order?” when the warning  flags start to fly…




Of course, it is important to give the reason behind the answer, particularly if there is legal risk, or a possibility of misunderstanding, the immediate affirmative (or an honest no)  is a positive step in building trust relationships during the sales process.






Links, References and Notes

Accsys provides people management solutions ie Payroll, Human Resources (HR), Time and Attendance as well as Access Control/Visitor Management.
The company develops, implements, trains and services our solutions.  We provide readers, turnstiles, booms and CCTV.
We run both on premise and in the cloud, as well as mobile options for ESS.  Recruitment, online education and Business Process Outsourcing (BPO) are part of our offering, too.
http://www.accsys.co.za/accsys-peopleplace-talent-management
email:      tschroenn@accsys.co.za
twitter:   @TerylSchroenn
Note:   Thank you for reading Teryl@Work.   Should you wish to use any of the material, please acknowledge this blog as the source.

Popular posts from this blog

3 things to do BEFORE you resign

or sign a new contract…
1.Confirm your notice period ·A lot of companies allow 30 days from date of resignation, but many ask for a calendar month
2.Check your restraints ·If you are joining a competitor ·If you are joining a client
3.Find out when your last payment will be transferred ·Companies have been burned by paying over on the 25th, and people not returning, so they may delay payment transfer until the last official working day, or even the first day of the following month.  You may need to make special arrangements regarding debit orders ….
Both your current company and your new one deserve to be fairly treated.   Knowledge of the policies makes this possible.
Even if the policies don’t make sense to you, you agreed to them when you signed your contract.
HR managers will tell you how many great working relationships are damaged because people don’t follow policy when resigning. It’s worth taking the time for many good reasons.  Building a solid career can depend just as much on how you …

Favourite Words

Shambolic – it simply sounds better to me than chaotic.. Do lots of people have favourite words or just a few of us nerds? As everybody is starting to think holidays (or maybe you prefer to vacation), it seemed a good time for a different type of blog. Have you noticed how many words with pleasant associations sound more attractive than those that describe the negative. Watching a TV quiz show the other night made me wonder. The contestant hated bulbous and gusset! There have always been some words that appeal to me, triskaidekaphobia being one. I now know that I had the meaning wrong! I thought it meant fear of Friday the 13th, but it is simply a fear of the number 13, so how does paraskevidekatriaphobia grab you? That is the real word for fear of Friday the 13th. Love it! Now I prefer rural to bucolic, but Robert Beard (see below) selected the latter as one of his favourites. Effervescent is a gorgeous word, so descriptive and onomatopoeic while ethereal makes me think of gossamer and fairie…

Resignation - keep building relationships

Resignation – avoid burning those bridges It has been a great pleasure working with a colleague like you. Now, you are off to your next big challenge! Good luck and farewell!
Isn’t that what we all want to hear when we leave?  We were appreciated and we will be missed.
The need for all parties to maintain professional conduct in the event of resignation is critical, particularly now when we are working within an unsettled socio-economic climate. Employees should avoid damaging relationships, and employers need to adopt a neutral approach and ensure that there are policies and processes that enable the separation to be objectively handled.  For example: ·A formal resignation letter is required·A formal acceptance of resignation is issued confirming any special conditions·An exit interview takes place·Handovers are planned and executed
Our HR team advise those who resign their position to adhere to a few golden rules. Failure to do so could harm whatever bonds have been formed at the workpla…