Understanding the “Reflex NO”
Here’s something intriguing that every Salesperson really needs to understand about selling. It’s called the “Reflex NO”.
Just to illustrate, the Reflex NO is what happens when we walk into a store and the attendant asks, “Can I help you?,” and typically we say, “No, I’m just looking.” Even if we knew what we were going to buy, we want to get comfortable with the environment before we move forward.
This scenario works exactly the same way when we’re doing lead generation and talking to a client or a prospect. How to get past the Reflex NO? Here’s how…
For example, in our scripts (see the “All the Right Words” Package), like the Just Sold script or the Just Listed script, or a Buyer for your Area script, you can create a lot more leads by making sure you ALWAYS ask the first few questions, even though you initially get the Reflex NO.
Even though you get rejection, stick with the script and be sure to ask the first few questions to build that all-important rapport. They’re designed to get you leads and get you opportunities.
So you’ve got to make sure you get past the Reflex NO. Even if they’ve rejected you, keep going. Those last couple of questions are the ones that are going to make the biggest difference.
Check out “All the Right Words”. We have over 285 scripts and dialogues in there. That will help you see what I’m talking about. Take care.