Why we say NO
Recently we had a visitor to our warehouse in Hillington looking to buy some products from us as we had come highly recommended by one of his friends who was a fellow butcher. While looking around our office displays and stockroom, he remarked that we had so many products that he would buy, but he hadn’t heard of TPS before.
While he was chatting away in the office, his shop name rang a bell with one of our sales team, and after checking his details on our CRM, they discovered we had tried many times over the several years to get him onboard as a customer, but he had always rebuked our calls and letters.
Whether he knew this fact before he came in to see us in person is not important, we were just delighted to finally have him buying from us, but it did highlight that by ignoring the sales calls/contact, our new customer had been missing out on so many deals and products, and thus losing the valuable asset of increased sales.
Why is “No” our first response ?
Like the proverbial knock-back at the dancing, (speaking through experience here!), our first instinct always seems to want to say no, which I think stems from a potential fear of loss, such as money, or in the case of the nightclub scenario, self-respect or virginity!. But why is this the case?
Playing it safe
We as humans are biologically programmed to be “feart” or wary of anything new, (just in case it bites us), however we are no longer have to deal with sabre tooth tigers or woolly mammoths; unless you stay in Govan that is!
These days, we are bombarded by sales material on a daily basis; sometimes hourly basis, but how do we know what are the sales calls that will make or save you money?. It’s about trust and working out the real cost of failure, sort of “worst-case scenario”, which is never as bad as you imagine.