I have to re-post this from a guy we all know and someone who has done very well – Mark Cuban. No arguments here, good solid advice.
Taking No for an Answer and other Business Mistakes.
One more day in the month so focus on “buyers”.
H/t: @joshbrickman – Thanks for the input!
Brick
very good point – you will get this a lot – particularly while cold calling/prospecting – a lot of people have the “my mind is made up don’t confuse me with the facts attitude.” What I like to do is leave them with a poignant question – for example one of my clients is australia/new zealand’s largest credit reporting bureau – when a prospect rejects me on the cold call and won’t engage I like to ask them “if you had the ability to know that one (or more) of your top customers was having credit difficulties would it change the way you execute? If this resonates call me back on xxxxx.”
thanks nathan, yes, great questions like that will get a long pause…another great strategy to move the ball forward.
It’s a good entry, at the same time for sales people it can be tough as well. If your sales territory has 300 prospects, or even 500, in some respects you really can’t take no for an answer. You can take it for a time, but then you have to go back and come up with another idea. Sometimes it’s that going back again and again that builds a relationship so when there is a trigger event you get the business.
hey paul, good to hear from you. yeah, it’s a balance, i know…you need to meet quota and also nurture relationships and sometimes we let the quota pressure get the best of us and bully our way through the close. I know…