The sale starts with a no, a lesson on objection handling
Ever heard somebody say that “the sale starts with a no”? In case you’re wondering if that’s true, I can tell you that it absolutely is. Before we go further, it is important to differentiate between a no which can be objection handled or a no representing a total lack of interest. The phrase “the sale starts with a no” is only valid for the former situation.
In this post, I’ll write about the reasons prospects say no and why their no is not a deal breaker. Then we’ll take a look at why it is important that sales people close deals with clients that initially said no. In the end, I’ll talk about what to do when the prospect says “no.”