What Part of NO Don't You Get?

What Part of NO Don't You Get?

What Part of NO Don't You Get?

By John Jantsch

When a prospect shuts you down with a no, some think that’s the end of the game. In some cases, it’s just the beginning – the beginning of the puzzle that is.

When a qualified prospect (you caught the word qualified, right?) says no, it can actually mean many things. Your job is to figure out what no really means – do that and you may turn the deal around. I’m not advocating the probe for more pain and listen for buying signals kind of thing, I’m saying if you can better understand no today, you’ll hear less of it tomorrow.

    For the small business owner no usually means one or more of the following:

  • I don’t have enough information
  • I don’t trust you
  • I want proof
  • I don’t trust myself
  • I don’t see the value

And now for some tips: Educate – don’t sell, ask questions about goals, offer proof, spell out the value, be yourself, and above all, don’t take anything personal. There that should let you solve the puzzle.


Becoming a Great Leader, No Matter What Field You’re In
Marketing Podcast with Jason Kander Podcast Transcript Since recording this interview, Jason Kander announced that he was taking a step back from political life to deal with depression and PTSD symptoms he was experiencing as a result of his tour in Afghanistan. Kander bravely and candidly addressed his decision, in an effort to destigmatize mental illness […]
4 Tips for Driving the Customer Journey with CRM
As I’ve written about in the past, in today’s digital world, the customer journey is no longer a straight line. While you can’t exert complete control over the way in which customers and prospects interact with your business, it is possible to get strategic about guiding people differently depending on where they are in their […]

Subscribe to the Duct Tape Marketing Podcast

If you know your small business needs marketing, but don’t have the time or resources, look no further. The Duct Tape Marketing podcast covers everything from earning referrals to managing time and being more productive.

Grab 7 Steps To Marketing Success

This eBook has been downloaded and used by thousands of business owners and marketers to use as a blueprint for marketing success. Start building your marketing system today!
x