What do you do when you work hard to get a prospect’s business and they say “no?” When this happens, as it inevitably will - many times in your career - the first thing to do is to NOT take it personally. Remember, this is not a rejection, it’s just business. And just because they’ve said no today, doesn’t mean they won’t say yes to you in the future.
But for the no to turn into a yes, you first have to show some class. This means you swallow hard, smile, thank them for considering you, ask them if there is anything you can do to help them make the conversion to the “other guys” - I’m serious! - and tell them you will keep working to get their business in the future. And then continue to check back with them.
If you use this strategy whenever you don’t get the business, you’ll be amazed how many “No”turns into “Yes.” It might be as soon as that very day or it might be in five years, but more people than you think will respond favorably to your demonstration of class and professionalism.
Recently, I talked about this with long-time Brain Trust member, Jeff Zbar, on my radio program, The Small Business Advocate Show. There are actually two short segments to listen to that cover this topic completely, including the Holy Grail of persevering in sales, the “quantum leap.”
I hope you’ll take a few minutes to listen and learn. And, as always, be sure to leave your thoughts, comments and experiences.
Click on one of links below to listen or download: