We had a prospect this week tell us that we didn’t have a deal because of their budget constraint.
It would have been easy to move on but we made a call, figured out a compromise on the structure and offering and we made a deal.
In my experience, “no” means you still have some work to do to get to a “yes”.
Sales requires a dynamic mind and creativity, because there is a lot of “grey” out there.
Brick
Sometimes the “grey” really sucks.
If it were only so easy to determine when No really means No, so you could move onto the ever more valuable Yes. Can’t always assume that No will eventually mean Yes (I’m imagining Pepé le Pew here).
But, things change. Budget constraints disappear. Company has a new, more interested decision maker. Their pain in doing things the same old way gets too intense…whatever. You never know.
Maybe keeping in touch and moving on simultaneously is an option? Or asking better questions? Compromise can be a tough one to swallow. Hanging in there can be equally as frustrating.
Nice when you hit the balance just right, though. Glad it worked for you.
nice brick you always taught us that no means change the terms and renegotiate the deal
My view remains if you get a “no” or lose the deal, it means you didn’t do a good enough job building the value so learn from it, move on, and better luck next time.