In Ethical Sales Conversations… And Why We Love Them
Please reflect for a few minutes on… how do you currently handle receiving a “no”?
Do you feel the pain of rejection? Or something else?
“No’s” come in a number of varieties. And when you are implementing the Ethical Sales Process (ESP) in your sales conversations, they are a reason for celebration. Because they define a “clear choice.”
A Current “No” might look like:
- A clear “No” for both parties
- A clear “No” for you
- A clear “No” for them
- A clear “No” for now, because of time, money, doubt, or they need to consult another decision-maker
- A clear “No” for this offering, a “maybe” for something else
- Shifting a “No” into a relationship
A Clear “No” at the end of the conversation can be a celebration when you’re listening & noticing during the sales conversation that…
- They are not sufficiently aligned to your (ICA) Ideal Client Quality list
- They display unfavorable qualities during the 3 cycles of activation
- They are not confident your services will get them the result they want
- Even though they are confident you can help them and they are aligned to your ICA, they say “no” for another reason (and don’t want to be talked out of it)
- What they are looking for is NOT what you’re offering (generosity to refer out)
So this is a a VITAL Question: How are you Listening? Are you listening for clarity or are you listening to close the sale?
They are NOT the same thing!
There is a massive difference between listening for clarity to inspire and help your clients versus trying to convince them to buy.
Everything about your business shifts when you listen for clarity rather than trying to get to a yes.
The best part is, this shift will get you more “Yes’s” that feel amazing! And your “No’s” won’t hurt in the same way.
Because you won’t be receiving a “no” as a personal rejection. You’ll be receiving it as a “notice of choice.” So you’re practicing honoring someone else’s choices.
To honor Clear Choice by the end of the conversation:
- Practice honoring the truth that is revealed during the conversation.
- Use Step 3 of ESP (Consent) to inquire deeper into their true desires/needs/wants.
- Ask challenging questions with consent so the buyer does not feel overly pushed or pressured.
- Ask for consent and pause long enough to really listen to the response.
- Do not accept a partial or mushy "yes" to consent.
- Take a stand for clarity by asking for consent and educating the potential client along the way.
And that’s a selling philosophy anyone can stand behind.
Marla Mattenson in collaboration with ESI team
With a 25+ year career, Mattenson is a trailblazer in transforming sales paradigms from transactional to relational for professionals who prioritize the integrity & fulfillment of their services. She is a champion of consent-based sales.
www.instagram.com/marla.mattenson
