Squeezing More Out of Sales With Three Simple Words

If you’re a salesperson, your customers will always be asking you for “stuff.” Maybe they want a new feature, or better delivery time, or a customized product. As sellers, we are conditioned to say “yes” to these requests. After all, aren’t these signals that the customer wants to buy? Why not accommodate them?

That’s not always the wise thing to do. Most of the time, giving in to such requests means giving them something extra, at your own expense. It is a victory for them, but a loss for you. What you really want to do is guide the sales conversation toward an agreement that’s a win for both parties.

Of course, simply saying “no” stops the conversation, or at least sets the wrong tone. What you can say instead is:

“No, but if…”

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