This is a YouTube video titled "No Means No, Unless It Doesn’t...👆 | Matthew Ryder" featuring Matthew Ryder delivering a monologue or talk on sales techniques, specifically advising sales representatives on how to handle objections and the importance of patience during conversations. The content is from September 15, 2023.
No means no. Unless it doesn't. Most sales reps give up on sales way too easily. It's for the simple fact that they don't really know what to say. And so the first thing that I want you to do is whenever someone says something that isn't a question, I just want you to be quiet because I want you to give that person time to think through and complete their own thought process. When somebody says to you, yeah, you know what? It's just really expensive. That was eight seconds. Now what I've done is I've given that person time to complete their thought. Whereas if I butt in straight away and I go, it's really expensive. And I go, yeah, but like that. And I try and, like, sort of rebuttal it, that person might be in their head thinking, yeah, it's really expensive, but I really need it. They have to be allowed to complete that thought. So next time you get that, just be patient, be calm, wait eight seconds, and if it's not a question, you don't need to answer it.
