It’s a funny thing in business, but very true, that the guys and gals that have time to talk and seem to get it usually are time wasters and the probability of winning their business is much lower than perceived.

Real buyers almost always say no initially and/or make you work hard for the sale.  Everyone wants a solution but the real buyers want to make sure what they are buying and will put you through the paces to validate the value of your offering.

“No” is when the real sales process starts so take that as a good sign.  There are lots of tire kickers so make sure they are for real or you are just wasting time with a nice guy.

We closed a deal last month that was negative most of the way through the process and lo and behold they became a client in the end because the value was there.  It wasn’t easy…so learn to like difficult in business because if they buy they bought for the right reason and then you should have a client for life.

Brick