“Ten Things to Say or Do When a Prospective Customer Says No”
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Clarify the No.
"Is that no right now, no forever, or no I don't like you?"
Identify the No.
"Most people say no to this product/service at first.
Would you
tell me which part you are saying no to?"
Accept the No.
"I understand completely.
It worth thinking about first."
Keep talking/listening.
"I accept your No, Bob. But can we discuss it/keep talking about you?"
Ask a thinking question.
"Would you tell me where you want to be financially in 10 years, Bob?"
Ask an empathy question.
"Is it the price, Bob?
Ask a trick question.
"If I can completely resolve your concerns about this product/service, would you be inclined to buy?"
Ask for permission to ask again.
"OK, Bob, I hear you. Will you give me the option of letting you know of any news regarding this product/service over the course of the next 12 months?"
Get some other energy in there.
"Bob, would you find it helpful if I asked a happy customer of mine call you this week to share THEIR experience of this product/service? They won't sell you; but you can ask any question of him/her.
Get permission to keep in touch.
May I send you my quarterly newsletter for a year?
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Articles by Meir Liraz, president of BizMove.com (http://www.bizmove.com), a free informational web site for entrepreneurs and small business owners that provides free guides and tips for starting, growing and managing a small business
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