Imagine the scene: you were discussing your offer with a prospective client, that was interested in purchasing your services.

Sometimes you might expect one or two “objections”, but you know  how to deal with an objection. Normally objections are simply issues the prospect wants clarified; hence the simple statement objections are not rejections.

You’d got over those objections and made no assumptions (assumptions do not help you sell more). You had talked about benefits, not features, and gone into the detail only where they needed to.

You asked some great questions that redirected their thoughts where they needed to (did you read your first car will help you sell more which talks about questions).

What should I say when they say “No”

As long as it has been a good meeting; try showing some real concern. Your objective now is to learn what went wrong. That can either help you learn for another client on another day, or it might help you get back into the sales conversation with this prospect.

Click here to download our free ebook "The reluctant business developer's guide to winning clients". (email required)

Try something like:

“I’m genuinely surprised, I thought that I had understood your needs better than I obviously have.

Could you tell me what went wrong?

Certainly show no anger (there’s no reason why you should) and do show the genuine concern that you have.

What have you got to lose?

Click here to download our free ebook "The reluctant business developer's guide to winning clients". (email required)

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