Prospecting 101 series

Session 3

When People Say, “We’re All Set”

Quick PollWhat is thebest way to

reach a prospect?

Answer: a multi-faceted

approach. What you do depends on who

you are targeting

Today:

“No”

or

“We’re all set”

WHAT “NO”

MEANS in SALES

What NO can mean:

• I don’t think we need that

• “I am too busy to talk now”

• I have no idea

• “It’s not my department”

MANY TIMES, NO REALLY MEANS:

• This sounds time consuming

• I really don’t care about

our company reducing costs

SO WHAT TO DO ABOUT NO’s…..

Dealing with NO’s

Start with a positive

Dealing with NO’s

Re-frame

Dealing with NO’s

Determine if right contact

Dealing with NO’s

If I DO have the right contact, can I talk with them again at another

time?

Dealing with NO’s

If I DON’T have the right contact, can I find

someone else?

Determine if the right contact

Re-frame

Start with a positive

REVIEW:

Take next action

When did you get good at overcoming the word “NO”?

How many No’s?

1330 strike outs

"I've never heard a crowd boo a homer but I've heard plenty of boos after a strike-out." - Babe Ruth

ASSIGNMENT:

If you don’t like NO, learn to better understand it

Try for “YES” first, then a “quick NO”

Try to not stop when you hear “NO”

BONUS RESOURCE: SIX FREE SALES TOOLS to help with online research from B2B Camp

http://www.slideshare.net/salesintelligence/presented-at-b2bcamp-6-free-sales-tools-for-pros

Contact us for:Help with Social SellingReviews of LinkedIn ProfilesProspecting trainingOur program on building Sales Influencers

Lori Richardson @scoremoresales lori@scoremoresales.com