Don't take No for an Answer

Clarify the No.
"Is that no right now, no forever, or no I don't like you?"

Identify the No.
"Most people say no to this service at first. Would you
tell me which part you are saying no to?"

Accept the No.
"I understand completely. It worth thinking about first."

Keep talking/listening.
"I accept your No, Bob. But can we discuss it/keep talking about
you?"

Ask a thinking question.
"Would you tell me how you'd like your landscape to develop over the next year or so?"

Ask an empathy question.
"Is it the price, Bob?

Ask a trick question.
"If I can completely resolve your concerns about this service,
would you be inclined to buy?"

Ask for permission to ask again.
"OK, Bob, I hear you. Will you give me the option of letting you know
of any news regarding this product/service over the course of the next
12 months?"

Get some other energy in there.
"Bob, would you find it helpful if I asked a happy customer of mine
call you this week to share THEIR experience with our service?
They won't sell you; but you can ask any question of him/her.

Get permission to keep in touch.
May I send you my quarterly newsletter for a year?

For more business-related information, go to www.bizmove.com.