Were you taught that a good sales person never takes “No” for an answer? In fact, sometimes “No” is just the answer you should hear and absorb and move on to more productive work and prospects. If you are working with a potential client or customer and they are resisting and hesitant, how can you tell if you should continue to pursue and cultivate, or take that “No” and move on to someone and something else?
There are times when a potential customer’s “No” may not mean no forever. Some of these prospects can be persuaded, nudged and generally “sold” to, while others will need to take their own time before coming around to a yes. If your continuing to pursue a potential customer will anger, annoy, or alienate him–back off and take that “No” for the time being. As all you sales professionals know, there’s a bit of psychology in such work and it could be more harm to play the part of the stereotypical pushy salesperson than to absorb the “No” and move on to other customers for the time being.
Is pursuing the prospect taking far more time than it’s worth? If you find yourself working so hard with a potential client or customer that it is taking away from time you could be spending on more productive and lucrative customers–it’s probably time to cut them loose and apply your time and efforts elsewhere. Some of us really love a challenge and a prospect can dominate a great deal of our time by stringing us a long with a “Not right now.” If you are dedicated more time than is reasonable to a potential customer who just keeps saying “No”–remind yourself that your energy could be going into individuals who are actually waiting and ready to make a purchase.
How do you get out of an interaction gracefully with a prospect who’s saying “No?” I think the best way is to give them one last gentle chance to change their mind and then leave the ball in their court: “Is there any more questions I can answer, or anything I might do to change your mind?–No? Well, if you do change your mind or think of anything I might do–please feel free to contact me.” End of story.
See Also: Asking for Referrals and Trying to Make a Sale? Watch Your Body Language