Ending Conversations on a Positive Note
Many entrepreneurs dread making phone calls because deep down they believe they will be rejected. Believe it or not many professional salespeople are plagued by the same. This is the major reason for entrepreneurs going out of business, salespeople continually seeking new jobs, and job seekers not getting the place of employment they truly want.
How does one overcome a negative response such as, "We already have the service in place?"
I always found the best response is to agree they should have the service in question in place. But I then turn the objection around into a new thought. You do this by saying, at some point, you may wish to consider a second supplier as a backup plan or possibly switch suppliers (employees as well).
Next, proceed with the offer to have a brief meeting so that they may put a face with a name in the event new service is required, they will know who to call. This idea is almost always very well received. In busy times, you may alternatively offer to send your information in the mail and ask when would be a good time to follow up.
By following these steps, you keep the door of possibility open and feel lighter hearted than if you were to just accept a "No". Frequently, the backup plan works and a meeting is called. From there you may well hear Yes! or HIRED!
Working in this friendly manner, makes it feel as if it were a very Smooth Sale!
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