Fret-Free Tele-Selling for the Reluctant Rep

Published September 4, 2010 | By Bman

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you won’t get a sale either.)

IT’S NOTHING PERSONAL.

The prospect that says ‘no’ is rejecting your product or service (at least for now). They’re not rejecting you as a person.

They’re not saying ‘You’re a dreadful human being. Never darken my door – or my telephone receiver – again.’ Instead they’re saying ‘For the moment I can’t use what you have to offer.’

There can be all manner of reasons for that. Maybe the timing’s not right. Maybe they’ve just commissioned a new supplier. Maybe a whole other set of issues is topping their current agenda.

So don’t take their rejection as a personal affront. Instead try to understand why they are saying no. Say to them: “OK, you’re not buying. Now we’ve established that, please tell me why not…”

Whatever the reasons for the declinature, very few people are

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