Telling your Prospect NO


Sometimes you’re faced with a prospect that despite your best efforts is looking for the cheaper, easier option. As a sales professional this is when you have to realize the effort put forth may be wasting more time, money and resources than its worth.

If they ask for a demo without a first discovery call, tell them “No.” When they want you to send over a proposal or product information without giving you five minutes of their time, say, “No.” Now “No” doesn’t have to be a blunt “No.” You can massage the answer to sound something like this, “I would be happy to walk your through a demo (or send you a proposal), yet before I do, can we take 5 minutes to discuss what’s going on in your business so I can tailor my overview (or proposal) more specifically to your situation.” Most will say, “yes.” If they still won’t give you the time of day, consider it a dead lead and don’t waste your time any further.

As the saying goes, “There are plenty of fish in the sea” and the sooner you realize you have a bad prospect, the quicker you can move to the next good one.

Leadership vs. Management

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