Make the Sale Happen Before Lunch: 50 Cut-to-the-Chase Strategies for Getting the Business Results You Want (PAPERBACK)

RULE 27 Turn Responses Around

At our company, we’re pretty intensely focused on dealing with negative responses in a positive way. As you’re about to learn, we view any initial response as a reason to give the person we’re calling another chance to throw the ball back to us — and thereby become an active prospect. We take (almost) any opportunity to get someone moving through the buy-in process. Our sales trainer Steve Bookbinder told me about one decision maker he called who wouldn’t commit to an appointment. “I can’t meet with you next Friday at three, Steve,” the executive supposedly said. “I have a terminal illness and I only have a week to live.” Steve allegedly thought about this for only a moment before saying, “Well, that’s no problem. ...