{"id":2058,"date":"2021-06-22T17:14:38","date_gmt":"2021-06-22T17:14:38","guid":{"rendered":"https:\/\/www.ensmediausa.com\/ens-on-sales\/?p=2058"},"modified":"2021-06-22T17:14:38","modified_gmt":"2021-06-22T17:14:38","slug":"turning-no-into-magic","status":"publish","type":"post","link":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/turning-no-into-magic\/","title":{"rendered":"Turning \u201cNo\u201d into Magic \u00a0"},"content":{"rendered":"
<\/div>\n

One of the most frightening words for a media rep to say to a prospect or client is, \u201cNo\u201d!<\/h4>\n

<\/h4>\n

\u201cNo, we cannot offer that rate for that time frame.\u201d\u00a0\u201cNo, I can\u2019t get you on tomorrow. We are past the production deadline!\u201d \u201cNo, I can\u2019t get you on this week. We are sold out\u201d. \u201cNo, we can\u2019t match the price of our competitor!\u201d \u201cNo, No, No, and No!\u201d<\/h4>\n

<\/h4>\n

The natural fear of a media rep is that if I say \u201cNo\u201d, they won\u2019t ever do business with me again.<\/h4>\n

<\/h4>\n

However, when it’s justifiable and the timing is right, saying “No” can be extremely powerful and almost “magical” in helping establish a more credible and professional future relationship with your clients.<\/h4>\n

<\/h4>\n

Here are a few other times when saying \u201cNo\u201d can have a great positive impact:<\/h4>\n

<\/h4>\n
    \n
  1. \n

    When the client calls and says that they want to see you yet today or tomorrow. Saying \u201cNo\u201d and that you can\u2019t make it then will suggest that he isn\u2019t your only client and that your other clients have value to you.<\/h4>\n<\/li>\n
  2. \n

    When the client wants to run a schedule or do something that you are confident won\u2019t have much chance for success. Tell them, \u201cNo, Mr.\/Mrs., I wouldn\u2019t feel comfortable suggesting you do that, as I’m not at all confident it will work\u201d.<\/h4>\n<\/li>\n<\/ol>\n

    There are two important ingredients to turning \u201cNo\u201d into magic. One, you must train your reps on the \u201chow\u201d and \u201cwhen\u201d to use \u201cNo\u201d. Not training them on this topic and expecting them to know it will leave them afraid of it. Equally as important, is giving them permission to say no, therefore taking away the fear of being reprimanded when or if the client should decide to walk.<\/h4>\n

    <\/h4>\n

    If you want to gain and maintain the respect of your clients, and want more than just a token buy, say \u201cNo\u201d once in a while.<\/h4>\n","protected":false},"excerpt":{"rendered":"

    One of the most frightening words for a media rep to say to a prospect or client is, \u201cNo\u201d! \u201cNo, we cannot offer that rate for that time frame.\u201d\u00a0\u201cNo, I can\u2019t get you on tomorrow. We are past the production deadline!\u201d \u201cNo, I can\u2019t get you on this week. We are sold out\u201d. \u201cNo, we […]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_hide_featured_image":false,"_jetpack_featured_image_duplicate_dismissed":0,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":true,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[1],"tags":[426,551,460],"class_list":["post-2058","post","type-post","status-publish","format-standard","hentry","category-uncategorized","tag-client","tag-magic","tag-media-rep"],"yoast_head":"\nTurning \u201cNo\u201d into Magic \u00a0 - ENS on Sales<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/turning-no-into-magic\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Turning \u201cNo\u201d into Magic \u00a0 - ENS on Sales\" \/>\n<meta property=\"og:description\" content=\"One of the most frightening words for a media rep to say to a prospect or client is, \u201cNo\u201d! \u201cNo, we cannot offer that rate for that time frame.\u201d\u00a0\u201cNo, I can\u2019t get you on tomorrow. 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