Facing The Giants

Saturday, April 17, 2010

Ten Things to Say or Do When a Prospective Customer Says No

Clarify the No. 

"Is that no right now, no forever, or no I don't like you?"

Identify the No. 

"Most people say no to this product/service at first. Would you tell me which part you are saying no to?" 

Accept the No.

"I understand completely. It worth thinking about first."

Keep talking/listening. 

"I accept your No, Bob. But can we discuss it/keep talking about you?"

Ask a thinking question. 

"Would you tell me where you want to be financially in 10 years, Bob?"

Ask an empathy question. 

"Is it the price, Bob?

Ask a trick question.

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