When do you take "No" for an answer?

How many times do you keep asking a prospect for the sale before you stop? I haven't had a lot of experience with this but it seems like it would be a little uncomfortable continuing to ask once someone has already said, "No".

IMO, You have to find out why they are saying "No". Is it because of something that just needs a little further explaination. Being able to tell the difference between a no that is a no because of an objection or if it is a true rejection is very important. Continuing to ask for the sale without dealing with the objections is not going to result in a positive response. There is no harm in asking what the problem is, explain to your prospect that you want to learn what to do better next time.

So, directly answering your question, you take "No" for an answer when they say no and their objection is one you can't solve,... or you can tell they are begining to get frustrated with you.

If they mean it, then they only have to tell me once. If I don't believe them, well I keep trying until I'm convinced.

If you have gone through your sales cycle and dotted I's and crossed T's there are on 2 results.

1: You have qualified it out before you get to that stage

2: They say yes.

If you get a NO at after 80% probability you have not completed your sales cycle properly.

Quote:

Originally Posted by Bizal

If you get a NO at after 80% probability you have not completed your sales cycle properly.

What about when the "No" is nothing more than a stall. For instance, when one partner isn't comfortable making a decision alone?

Quote:

Originally Posted by Gilbert

What about when the "No" is nothing more than a stall. For instance, when one partner isn't comfortable making a decision alone?

IMO, a "Stall" signals that the prospect doesn't want your product/service bad enough. Or put another way, there is more pain associated with making the decision than putting it off.

mmmm

To us that says you have not established who all the decision makers are and what the purchasing criteria is.

Quote:

Originally Posted by Bizal

To us that says you have not established who all the decision makers are and what the purchasing criteria is.

Bizal, for sake of discussion, let's assume that you are talking to the decision maker and are aware of their purchasing criteria. With that established, when do "you" take "No" for an answer?

Sorry

But sales is a process and it would depend on where we were and what they were saying no to.

Quote:

Originally Posted by Bizal

... it would depend on where we were and what they were saying no to.

That I can agree with.

When do you take "No" for an answer?

Closing the Sale Forum