Taking No for an Answer

Source: The Small Business Knowledge Base (http://www.bizmove.com)

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

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

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

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

5. Ask a thinking question.
"Would you tell me What objectives you have for your landscape?"

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

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

8. 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 service over the course of the next 12 months?"

9. 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 of this service? They won't sell you; but you can ask any question of him/her."

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