Make Your Prospects Say No! | A Sales Guy's Sales Blog Copy & Close
January 4, 2016 Kira Moore

Make Your Prospects Say No!

It’s not your job to say no for your prospect.

Make your prospect say no!

When you’re cold calling, how many times do you call a prospect before you quit if they don’t call back?  2 times, 3 times, 5 times, 8 times . . .10 times?  

 Here is a tip: Don’t stop calling until they respond with a no!

When you stop calling before your prospect says no, you’re saying NO for them and that’s not your job.  It’s not your job to say no for your prospect.  If they are going to say no, then it’s your job to get them to say “no.”  You don’t know why they are not calling you back or responding to your email.  To assume it’s because they are not interested, no matter how probable, is NOT good selling.  If after the 4th or 5th try the prospect hasn’t called you back. Let them know you’re gonna keep trying until they get back with you. Leave a message or send an email that says; 

“Dear prospect, I’ve left you a few messages and I don’t want to keep bothering you, but it’s my job to connect with you.  If you are not interested in meeting then please let me know and I’ll take you off my list.  Otherwise, I will assume you interested but exceedingly busy and I will keep trying until we connect. Thanks!”

 No matter what happens, you don’t stop calling until they tell you to stop… until your prospect says yes or politely says no thanks, I’m not interested.  Once that happens then you’ve done your job and you both can go on your merry way.  Until then keep trying.  It’s not your job to say “no” for your customer.

 

  • Ludovic Vuillier

    THANK YOU! The number of times I tell sales reps I work with to continue is incredible. Often they answer that it’s because they don’t want to be an inconvenience and/ or they’re ashamed. To me, I’d be more ashamed of not doing my job well and I’d rather not be an inconvenience to my family by not being able to support them. As sales people we don’t get paid to try, we get paid to succeed. There’s no reason for me to do the client’s job.

  • Love this Ludovic: “As salespeople we don’t get paid to try, we get paid to succeed. There’s no reason for me to do the client’s job.”

    You nailed it.