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Financial Planning > UHNW Client Services > Family Office News

Don't use this stupid sales tactic

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A while back, I read an article by a sales expert (I don’t recall the author) who suggested that sales people could close more deals by using the “Yes, no, yes, yes, yes” tactic.

He suggested that sales people ask their prospects a series of questions that would be answered with: “Yes, no, yes, yes, yes.”

He felt that it was important that a prospect say “no” early in the sales process because everyone who is tasked with a buying decision feels compelled to say no at least once. The last question was a closing question and because the prospect was now used to saying yes, he or she would automatically say yes when asked to make a buying decision.

“What a load of crap,” I thought.

Flash forward to a recent negotiating skills workshop I was conducting and a participant admitted to being trained on this tactic.

He said, “…and we spent a lot of time role-playing this tactic during the training.”

When I asked if the approach actually worked he snorted and said, “Are you kidding me?! My prospects and clients aren’t that stupid.” He went on to say, “I don’t know anyone in my office who had success with it.”

Suggestions and ideas like this really burn me up. 

Sales is a tough profession and it is full of people who give sales a bad name. So-called sales experts who dispense this type of advice only add to the negative stereotype.

Professional selling requires hard work. There is no quick fix, magic answer or easy way to close more sales.

So please…anytime anyone offers you a “sure-fire” way to close more deals, carefully consider the advice. If it sounds too good (or easy) to be true, it probably is.

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