Transmuting the Three-Headed Monster: Stalls, Non Sequiturs, and Procrastinations — 4 Comments

  1. I agree, most refusals are simply ways of saying, ” I may or may not be interested in your services, just don’t have the (need, research information, decision capability, whatever) at this time.” You are not being refused or rebuffed, you are just on hold. And that is a fact of business. Every prospect is real prospect. Take the time to be patient.

    • Yes, Joyce, good point. Patience and understanding are keys to working effectively with phone prospects and sales situations of any kind. And sometimes that understanding is that your prospect needs more assurance or urgency to get them past their hesitation.

  2. This is a really insightful article with practical, concrete techniques to overcome the quandaries salespeople face day after day. Confidence is the key. Are you confident in what your peddling enough to get past the instinctual blow-off of busy folks? Are you confident enough to accept that not everybody is going to love, or even like, you? Accepting instead of deferring rejection can save you from wasting your time. So take the shot. Sometimes people will respond positively, if you believe you can offer them a real benefit.

    • Thanks, McGaff! It’s definitely all about using your best judgment, and not letting your emotions or fear of rejection get the best of you.

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