Sales talk: How to deal with “no” responses

It can prove very difficult to accept that a prospective sales client has given you a definite “no” answer, because it often makes sales persons feel that all their efforts have gone to waste.  But this is also an occasion to move on, to finally be liberated and now focus on other possible clients. 

Sometimes the no comes during the later stage of proposal delivery, which can be doubly frustrating.  At this point the client has already received everything from your side, but there’s still that chance that the he or she would back out.  Adopting a move-on mindset may be the best way to deal with such situations.  For example, if the proposal has been sent and remains dormant or not acted upon for a significant amount of time, then it’s most likely that you’ve lost that sale and it’s time to move forward.  In other words, be practical and pragmatic.

Of course, there’s no harm is giving it one last try and simply asking.  Don’t apply a harsh or demanding tone but come across as hopeful.  You may want to open the dialogue by phrasing your words this way: “I guess you’ve already decided to not do business with me for this particular project.  But even though we can’t make this work now, I hope the rapport we’ve built will allow us to do business in the future.” 

By using this approach, you will make it easier for the client to say no if that’s what he or she plans on doing, anyway.  And you’ve likewise opened the possibility of a future deal pushing through.  You’ve reinvigorated your business relationship, and, in the end, you still win.

Michael Giuffrida is an experienced entrepreneur with expertise in business management, profitable growth, business valuation, mergers and acquisitions, and I.T.-managed services. He is a managing partner at Titan Strategic Partners. For more business tips and insights, click this link.