This is a YouTube video titled "Why “No” Doesn’t Always Mean “No”... | Matthew Ryder" containing a sales coaching talk by Matthew Ryder. The content focuses on sales techniques, specifically advising sales representatives to be patient and allow prospects time to complete their thoughts rather than immediately rebutting objections such as price concerns.
Here's why. No doesn't always mean no. So most sales reps give up on sales way too easy. 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.
