The prospect says “No.” Is your deal dead?

You just heard a clear "No" to doing business together. Don't worry; when selling, all kinds of news come out. Capable founders want credible views from prospects. They turn understanding into influence and change. We see "no" as a restart, not as the last word. So, what would you do now? Are you ready to go or pack up and leave?

The following three behaviors will reset this story.

• Attitude: Don’t argue. Show your disappointment. Take it gracefully.

• Understand: Ask up to three ‘why’ questions to get to the root cause. Begin with ‘Why do you feel this way?’   

• Curiosity: Learn what the prospect wants to hear and notice what they did not say. It’s what you learn that guides you. If you have what the prospect wants, say so and ask if it’s OK to clarify. Otherwise, just say you don’t and offer to let them know if things change for you.

When your prospect says NO, they are emotionally ready to show their cards. Seeing them depends on how the CEO responds. Change comes from emotion, and so do decisions. Use your curiosity to expand awareness and increase empathy. Seeing their side changes your words and restores your impact.

When you can help, a new story unfolds.

They remember other feelings – feelings that come from reaching a better place and achieving new outcomes.

I’d love to hear what is on your mind; please share at converse@marketenabledsales.com