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Taking "No" For An Answer
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This morning I got a message from a guy who evidently sent me an e-mail several months back requesting that I review something he was putting together about using honesty to sell. I really don’t remember his previous e-mail, but in this morning’s message he wrote, “Could and would you confirm you received (sic) my email or would you prefer I send it again for your prime attention?”
In case you don’t recognize his question, it’s an “assumptive close.” It’s where you box someone into an action that works out your way. Regardless of how I replied to his message - “Yes I got it” or “No, send it” – I would have been expected to give it my “prime attention.”
My initial reaction was right off my Dilbert coffee mug, “Let me drop everything and work on your problem!” So with sales resistance rearing it’s ugly head, I replied, “I don’t remember getting it, but I get bombarded by requests so it may have slipped through the cracks. Feel free to send it again, but I’m not guaranteeing prime attention.”
An hour later, he replies, “I have decided to not to send it again to you because I sense your arrogance,” and went on to explain how I need to learn humility in the way I manage requests.
When you ask for something, always allow the “No” response, and don’t ever use assumptive closes, otherwise, you’ll create immediate sales resistance and damage your relationships. Besides, the willingness to accept “No” for an answer will profoundly increase the value of the relationships you create with people who say, “No.”
Have a great week!
Gill
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