From across the desk, the prospect says No - is your deal ruined?

You just heard a clear NO to doing business together. Your prospect spoke well-prepared words. Try not to worry, as selling reveals all types of news. Well-versed sellers want to hear credible views from prospects. Sensible insight is susceptible to understanding and influence. We don’t treat these words as the final word.

So, what would you do now? Pack up and leave or rely on know-how? The three behaviors below ought to rephrase this story.

· Attitude: Don’t argue, but show your disappointment and graciously accept the situation.

· Understand: Ask up to three why questions, trying to reveal the underlying reason. Begin with, ‘Why do you feel this way?’  

· Curiosity: Ask what the prospect wants to hear and did not! What you learn guides you. You have what the prospect wants, and your words missed the mark. Ask if it is OK to clarify. Alternatively, you don’t have what the prospect wants. Acknowledge this and offer to update them if your situation changes.

When your prospect says NO, emotionally, they are ready to show their cards. Seeing them depends on the seller. Decisions come from emotion, and so does change. Your interest and adjusted awareness build empathy. Seeing their side alters your words and recoups influence. 

They remember different emotions.

A new story unfolds.

Are you pondering my thoughts on this post?  Share what is on your mind at converse@marketenabledsales.com