What Maybes Really Mean
So many people in small business hate to sell. Unfortunately, without sales, there are no customers. Without customers, there is, well, no business.
What most business people really fear is being told no. It hurts their self-worth because when prospects say no to their product or service, they think they are saying “no” to them personally. Most business people instead settle for a “maybe.” They interpret a “maybe” as “it’s just not now.” This soothes their ego and avoids that fearful rejection. Unfortunately, a “maybe” also cripples their business.
The best answer in sales is “yes.” You made the pitch and they bought your product! Most business people think that “maybe” is the second-best answer since this means the prospect will buy “sometime in the future.” Unfortunately, “sometime in the future” usually turns into never. So many prospects are so averse to the confrontation around a “no,” they would rather say “maybe.” In fact, sometimes a “yes” becomes a “maybe.” Many times, the prospect says “yes,” but the sale never happens.
A quick “no" is always better than a “maybe.” A “no” allows you to stop spending time on a prospect that does not currently have the pain your business solves or the money to buy your product. Too much time is spent on “dead prospects” because you can’t bear to move on. You don’t want to let go of all the time that was invested in that prospect.
However, moving on releases you to find another prospect who will buy from your company. This does not mean you forget about the other prospect. Add them to your monthly marketing suspect funnel and contact them about the value you offer on a consistent basis. When they have the pain that you relieve and the money, they will contact your business. Remember, you can’t sell anything to anyone. You just need to be there when they are ready to buy.
To get the maximum out of your sales time:
- Find the prospects who have the pain you solve.
- Find the prospects who have the money to solve the pain.
- Find the decision-maker who can spend the money.
- Get a “no” rather than a “maybe.”
Who are those prospects who have been crippling your company with maybes?