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No Thanks, I Don’t Want Your Business

By Scale Squad

It’s perfectly OK to fire a prospect! The most precious commodity you have as a sales professional is time and you should be extremely selective with who and what you spend it on. With that in mind, it’s OK to tell a prospect, “No thanks, I don’t want your business.

You know it’s close. Oh, so close. You can feel it.

This time, you’ll finally get the sale from this prospect you’ve pursued for … well … it kind of feels like forever.

And then … another objection. Another delay. Another request for more information.

In the ever-challenging world of sales, we’ve all had prospects like this. You meet with (or call) them numerous times. You provide reams of documentation. You display patience far beyond that of ordinary mortals, all while plastering an ever-harder-to-maintain smile on your face.

Still, they can’t (or won’t) make up their minds. No “yes.” No “no.” Just … indecision.

You’re frustrated. You wonder if you’re being played. At some point you ask yourself: “Should I just move on?”

The answer? If you’re feeling this way – yes. Move on. There are plenty of prospects in the market, just like fish in the sea.

“Waitaminnit!” scream the Traditional Sales Trainers in unison. “You can’t let go of a prospect that’s talking with you!”

Yes, you can. Sometimes, you should. If you spend lots of time following up with and babysitting a prospect – and they won’t give an answer – it’s 100 percent OK to leave.

The Traditional Sales Trainers teach a lot of things. Some are wrong. They should be called out. It’s another example where “conventional wisdom” isn’t wise.

Welcome to my first article in a new series titled “The Top 10 Sales Myths.” Join me on what promises to be a topsy-turvy ride through the sales advice wonderland!

Ready to roll? Let’s explode a myth by stating “It’s OK to say ‘No’ to Your Prospects.”

Conventional wisdom dictates that you should aim to write the business of every prospect where you get in the door. You hang in there, come hell or high water.

Yes, some sales take a long time to close. But you have to stick it out … because what if another opportunity doesn’t come along?

This is called “scarcity mentality.” It’s a small-picture, short-term perspective based on fear. Ultimately it cripples your chance for long-term success.

Believe in yourself. Believe in what you sell. This confidence, coupled with strong knowledge of your product or service, is the most potent weapon in your sales arsenal. Prospects buy from sales reps they feel confident in … which directly reflects the confidence the salesperson displays!

Smart salespeople understand that not every prospect is a good fit. Some are more trouble than they’re worth.

If a prospect keeps canceling meetings, or wants to meet over and over with no real progress, or appears to be pulling objections out of unknown orifices … get the message. A sale is unlikely to happen, if ever. Walk away.

See, time is your most precious commodity. Its supply is forever limited. Waste it, and spin your wheels.

Are you better off going after two smaller prospects, or one larger? Theoretically, the former requires twice the work. The payoff might be half, or maybe none, of the payoff for the latter.

Yet, you reason, the odds of closing a sale – with two chances instead of just one – are higher.

This is scarcity mentality at work. Both could end up being black holes that suck up your time. Are you really better off?

Obviously, the best approach is to sufficiently pre-qualify your prospects. Know who is most likely to need your product and service, and how to approach them.

Ideally you’ll land a meeting, or two, or however many it takes to close the sale. But if it keeps getting close … and those shifting goal posts move yet again … don’t be afraid to walk away.

“Close, but no cigar” is never good enough … because even cigar salespeople’s time is worth something.

Filed Under: Anouncement, News

Testimonials

Paul’s approach is as innovative as it is effective. Based on what I heard from him and the reactions I received from the individuals I invited, I have no doubt that people who hire him will get FAR MORE than their money’s worth.
Timothy Stewart
“Normally I’m skeptical when it comes to online “self-improvement” advertisements. However, after doing some research I felt Paul presented himself in a manner that I trust. His work is praised by many and I’m attracted to genuine people. The cost of his psychology of cold calling course is well worth the investment…it’s a no-brainer!”  

Adam Berndt, Sales Manager, Fine Tune
Here is Adam’s LinkedIn URL: https://www.linkedin.com/in/adam-berndt-open-networker-7b67b547… Read more
Adam Berndt
No matter the industry Paul M. Neuberger seminars will give you confidence that cold calling is not a thing of the past and that there is SUCCESS and GROWTH in cold calling once you have the tools to do it efficient and effective. I am a believer now that cold calling is not a thing of the past.
Judy Huebner
Paul is a well­spoken, direct, and impressive individual ­ His seminar and unique approach to cold calling will give you a different perspective that you can apply to your strategy immediately. I would recommend Paul’s seminar to any sales person out there, it will be worth your time!
Mark Petersen
Paul is inspirational, and passionate about helping people grow their client list. He has developed an easy to apply, appointment setting technique that will change the way you meet your new customers. Quit paying for clicks, advertising on social media, and paying for postage. Most people think cold calling is dead………NOT SO. Paul brings new life to the most cost effective client acquisition tool available to everyone…… Read more
Brad Saunders
Attending one of Paul’s seminars was one of the most beneficial experiences I have had within my educational and professional career. You will regret not signing up!
Joe Pillizzi
“Incredible! Fantastic!! Cutting Edge Material!!!”  

Peter H.W. Melms, Preplanning Specialist,
Washburn-McReavy Funeral Chapels
Here is his LinkedIn URL: https://www.linkedin.com/in/peter-melms-692aa91b
Peter H.W. Melms
Paul’s training was insightful and well worth the time. Paul is a great presenter and keeps you engaged. I left with information that has helped make cold calling more successful for me.”
Lisa Pecora
Paul is a great presenter and networker. His seminars explain how cold calling has worked for him and he gives you a methodology of how to reach out to sales prospects. I encourage you to attend a Paul M. Neuberger Cold Calling Seminar to learn how to become a more effective salesperson. Paul is also very well connected in the Milwaukee area and has introduced me to many people I have been able to do business with. Paul… Read more
Lisa Twitchell
If you get a chance to train with Paul I say run don’t walk to the session. It is invaluable and will change the way you cold call. 
Kevin DavenportSenior Vice President of Powerteam

TESTIMONIALS

Steven J. Wheeler

Director of Business Development / Remodelers Advantage, Inc. "I was at your session on Friday at the NARI National meeting...
Cold Call Coach
2019-05-01T13:58:19-05:00
Director of Business Development / Remodelers Advantage, Inc. "I was at your session on Friday at the NARI National meeting in San Diego. I really enjoyed your presentation, and most of all the delivery. Just wanted to tell you how much I enjoyed your talk."
https://coldcallcoach.net/testimonials/steven-j-wheeler/

Samantha Lang

Business Development Manager / Accounting Principals "Just wanted to thank you. I am 7 weeks into this position after 15...
Cold Call Coach
2019-03-06T05:42:52-05:00
Business Development Manager / Accounting Principals "Just wanted to thank you. I am 7 weeks into this position after 15 years in retail. Cold calling is the only thing I have struggled with and after your seminar, I have a new confidence and feel I have my own approach. It was so much more beneficial than weeks of training and shadowing co-workers!"
https://coldcallcoach.net/testimonials/samantha-lang/

Schuyler File

Healthcare Consultant / The Benefit Services Group "The Cold Call Coach Program works! Initially, I was skeptical of the Cold...
Cold Call Coach
2017-09-27T18:12:37-05:00
Healthcare Consultant / The Benefit Services Group "The Cold Call Coach Program works! Initially, I was skeptical of the Cold Call Coach Program because I was having so little success on my own and did not believe the program could work. However, after the first session or two I understood that I had the wrong approach and the program was providing the tools I lacked. After completing the program, I have been getting a call back rate on voicemails that alone is worth the price of the program and this does not even include the success I have had when speaking with the target of my calls. I would recommend this program to anyone trying to increase sales through cold calling."
https://coldcallcoach.net/testimonials/schuyler-file/

Linda Layber

District Sales Coordinator / Aflac "Brilliant, yet simple. You'll wonder why you didn't see it all along. Paul is an...
Cold Call Coach
2019-03-06T05:43:45-05:00
District Sales Coordinator / Aflac "Brilliant, yet simple. You'll wonder why you didn't see it all along. Paul is an engaging educator, so much so that he takes the dread out of cold calling and makes it easy, effective and doable, for everyone. Highly, highly recommend his system."
https://coldcallcoach.net/testimonials/linda-layber/

Tom Feldhusen

Executive Adviser / Culture Index "The expression "Cold Calling is Dead" could not be more far from the truth –...
Cold Call Coach
2019-03-15T10:41:16-05:00
Executive Adviser / Culture Index "The expression "Cold Calling is Dead" could not be more far from the truth – People have simply been convinced that it no longer works based upon their experience and ultimate failures when it is not used properly. Paul’s approach and expertise in helping you script your cold call message is spot on. His method will yield results that can be measurable for your business if you let him re-teach you everything you have learned about picking up the phone and calling a cold contact. Paul takes you through a process that requires thought and relentless pursuit of perfecting your message which results in a laser focused, quality first impression cold call. Voice mail? Paul has an answer for that as well. Cannot get past the "pit bull" answering the phone? Paul has an answer for that. Thank you, Paul. You have transformed my business with your tutelage."
https://coldcallcoach.net/testimonials/tom-feldhusen/
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