The Small Business Treasure Chest               

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Ten Things to Say or Do When
a Prospective Customer Says No

Clarify the No
"Is that no right now, no forever, or no I don't like you?"

Identify the No.
"Most people say no to this product/service at first. Would you
tell me which part you are saying no to?"

Accept the No.
"I understand completely. It worth thinking about first."

Keep talking/listening.
"I accept your No, Bob. But can we discuss it/keep talking about
you?"

Ask a thinking question.
"Would you tell me where you want to be financially in 10 years, Bob?"

Ask an empathy question.
"Is it the price, Bob?

Ask a trick question.
"If I can completely resolve your concerns about this product/service,
would you be inclined to buy?"

Ask for permission to ask again.
"OK, Bob, I hear you. Will you give me the option of letting you know
of any news regarding this product/service over the course of the next
12 months?"

Get some other energy in there.
"Bob, would you find it helpful if I asked a happy customer of mine
call you this week to share THEIR experience of this product/service?
They won't sell you; but you can ask any question of him/her.

Get permission to keep in touch.
May I send you my quarterly newsletter for a year?

 

Food For Thought
The biggest obstacle standing between you and anything you want, is your lack of belief that you can have it. Once you truly believe it is possible, once you can see yourself doing it or being it or having it, the rest is just details. With belief, plus the commitment to follow through and do whatever it takes, anything can be yours.
Everything you need to get there is available to you, when you believe and when you commit to getting there. Know that you can do it. Nothing can hold you back once you have belief and commitment. You will find a way. You can. Do it.
Pleasure is a matter of conditioning. A teenager smoking her first cigarette doesn't enjoy it at all. She's almost certainly doing it to "fit in" and it probably even makes her a little sick. After a while, though, she likes it so much she finds it hard to quit.
Strategy for achieving your success: Choose the pleasures that move you toward your goals.
For example, there is just as much potential for pleasure in jogging 2 miles as there is in eating a bag of potato chips. The person who is trying to get in top physical shape would be well advised to find his pleasure in the jogging rather than the chips. Just like everything else in your world, your pleasures are under your control. Use them to your advantage.
What is it that you truly want to do? You can do it. Realize that you are as capable as any person. See yourself doing it. Touch it. Hear it. Taste it. Walk inside of it. Drive around in it. Believe in it and believe that it is yours.

 

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