Perform Confidently: Communication & Practical Leadership

Fiona Kearns | UK 0734 151 3095 | IRL 01 653 5140

Sales Presentation – Saying No!

Handling those tough sales questions: Saying No to a Request

In the commercial world, we’ll always want to put our best side out. However, we may have to communicate messages that seem at odds with our own sales message. An example may be a product feature and I’ve included some guidelines to help if it happens to you.Fiona Kearns Contest Chair Solo Close Up May 13

Listen, Acknowledge and Understand

  • Listen to the request to understand the underlying concern – financial, convenience, service.
  • Acknowledge the issue: ‘This is something we’ve come across before…..’
  • Understand the issue: If it’s not a known issue, find out more

Solve and Share

  • Firmly state your position and the reason for it, if possible, with the group
  • Present known solutions or timelines
  • Offer an alternative product or refer to another provider (not everyone will be comfortable with this option!)

Manage the Issue

To ensure a single issue doesn’t take up a disproportionate amount of the time. I suggest you

  • Answer confidently & don’t side-step the issue
  • Set the parameters so you can keep your presentation on track
  • Offer a means to discuss further after the presentation or to do a follow-up (and do it!)

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About the author:

Fiona is an Occupational and Business Psychology researcher completing her MSc in Kingston University, London and is interested in Business, Psychology, Leadership, Speaking & Politics. Specialist Interest: Unconscious Bias and Leadership

Fiona Kearns is a public speaking Specialist and an ICT business executive and experienced in delivering on KPI’s. As a coach, Fiona is skilled in questioning; challenging, delivering feedback and helping individuals speak up confidently. Within the ICT field, she specialises in developing and translating ideas into completed projects making informed decisions based on strategic vision and commercial analysis.


This entry was posted on 17th August 2016 by .

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