O'Reilly logo

Make The Sale Happen Before Lunch by Stephan Schiffman

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

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. ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required