There are the ?facts,?
There are the ?facts,? or ?the words,? and then there are the stories, the things we make up about what we think our prospect is really saying. Frequently, the two have nothing in common!?
Learning to hear what your prospect is actually saying versus what you make up they are saying will result in hearing fewer and fewer ?no?s? and feeling less and less rejection. This does take some work and practice, like learning any new skill, but it can be done. Here are some examples:
??If a prospect says to you that they are not the decision-maker and that you need to speak with someone else, that is not a ?no.? She is not the decision-maker. But if she gives you the name of the decision-maker, that is a ?yes.? She is helping!
??When you are trying to set a new business appointment, if a prospect asks you to ?send something? instead, that is not a ?no.? More than likely, it means you haven?t convinced her yet.
run in sheds
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