Yesterday I recalled a very important lesson to share with you. The one question to ask when you are told No will potentially earn you business down the road and then some.

The all important question to ask upon being told “No”, particularly when you are convinced your prospect needs or wants your product or service is, “Just to clarify, are you saying no for now, no because I have to budget and it will work down the road, or are you saying no forever?”

By asking this one question you will have turned a 0% chance for success into a 66% chance for success. Furthermore, if the answer, “down the road” was indicated, by being patient and keeping in touch while waiting for a better time, you will increase your chance for success dramatically because others will appreciate your patience and willingness to work together rather than using arm-twisting techniques or stomping off. Ultimately you will enjoy repeat business and referrals.

The above question and a positive mindset will help build your client relationships and business development will automatically be put into action. In fact, this question alone will help you to close more sales and put you on the path to many a Smooth Sale!