| When a prospect says NO, don't jump to the | | | | Ready Now! |
| conclusion it means never. The answer could | | | | The important thing is to be around when the |
| mean "Not Now"! It does mean that you should | | | | prospect comes around. If we prepared our sales |
| back off and evaluate the situation carefully. The | | | | research before closing, we would know if the |
| prospect could be telling you they are not ready | | | | prospect needed our product or service before |
| right now. When a salesperson accepts the NO as | | | | we pitched it. If this is the case, why would we |
| a permanent decision and never contacts the | | | | accept defeat so quickly and not be around when |
| prospect again, it is a mistake.Rejection is a | | | | the prospect comes around.Salespeople lose 60% |
| common occurrence in outside sales and we | | | | of their potential business because they lose track |
| should accept it gracefully when it happens. If we | | | | of time. Time when a suspected prospect ripens |
| were a child at the checkout counter of a | | | | to the point they need our services. If we don't |
| grocery store and asked a parent for a candy | | | | have a system in place that keeps us in contact |
| bar, would it be the last time we asked if they | | | | with prospects that aren't ready, we lose deals to |
| said no? We would simply accept no as a defeat | | | | competition simply because we aren't around. Do |
| of the moment, not as a permanent answer. | | | | you have a sales system that pro actively |
| When the next occasion developed, we would | | | | contacts prospects that aren't ready? If you do, |
| probably ask again and again, right.Now, I 'm not | | | | you will get calls from these prospects telling you, |
| suggesting that we take the child at the counter | | | | I'm ready now!Steve Martinez implements sales |
| attitude and close our prospects each time, over | | | | management strategies with a focus on |
| and over again. What I am suggesting is that | | | | automating sales for printing organizations. Selling |
| perhaps the prospect was not ready to say yes. | | | | Magic teaches businesses how to automate and |
| Maybe they didn't have enough money. Maybe | | | | customize ACT or Outlook with the best |
| they weren't ready for our product or service | | | | practices of sales management while integrating |
| yet. Maybe they didn't understand how our | | | | email marketing and technology for greater |
| product could make a difference. Maybe they | | | | profits. |
| hadn't heard enough about us quite yet.Yes! I'm | | | | |