What to Say When Your Prospect Says ‘No’
Can You Have More Sales, Too?
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If your prospect’s perception is that the reason you’re calling is either to sell something over the phone or schedule a meeting to sell something, you’ll likely hear the following:
- It’s not in our budget.
- We’re not making any purchases now.
- We don’t have any money.
- We’re not in the market.
- Our budget has been frozen.
In other words, you may be setting yourself up to hear “no.” You may have better luck if you position your introduction over the phone as an opportunity to meet in person so you can learn more about your prospect and his or her potential future needs. After all, if your meeting is simply to learn about the prospect and the prospect’s potential needs, there won’t necessarily be an opportunity to sell that person anything–so there’s no reason for him or her to refuse a meeting.
If you still encounter “no” when asking for that first meeting, here are some tips to get the meeting anyway:
- If you have a good sense of humor, use it! You’ll be halfway to your goal.
- Another response to the all-too-common “It’s not in our budget” objection is: “In that case, now is the perfect time to meet! We’ve found it very beneficial to discuss future needs and our solutions early, so that if you decide to proceed, we can be of help during your decision-making process.”
- Present yourself as a resource to the prospect, regardless of whether he or she is in the market at the moment.
A good rule of thumb is to give something of value to your prospect three times before asking for anything in return, such as an order. Providing something of value is as simple as:
Finally, sometimes the answer is “no.” But that’s OK, too. Part of learning to love hearing “no” is the knowledge that it’s only a matter of time before you hear “yes.”
womenentrepreneur.com
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