I have been at this for a long time and the most common complaint I hear from salespeople hunting for business is they can’t get an honest answer.  Am I right?  Closure is what we are all after and that means even if it’s “no” for now.

Here is a direct reply I received today from a prospect to illustrate my point:

Jon,

I understand your perspective, but I would strongly urge you to spend your valuable time and effort on folks whose business model is more conducive to allocating funds to research firms.  We always find that being completely up-front with how our business tends to work leads to a lack of mis-understandings down the road.

Ariel

Thanks Ariel, although I am not done with you just yet 🙂

Brick