By Centerpoint Connect.
Every salesperson knows the sting of rejection, but not all rejections are created equal. Some objections are mere hurdles to overcome, while others are firm, immovable walls. The key to long-term success isn’t in relentless persuasion — it’s in recognizing when to step back with professionalism and grace. A hard "no" from a top executive is just that: final. But that doesn’t mean the door is closed forever. According to Centerpoint Connect, how you handle that moment can determine whether the future holds another opportunity — or a permanently burned bridge.
Customer: (Objections throughout the discussion) “It’s too expensive.” “We’ve never done it before.” “We are fine the way we are.”
Customer: “I want to thank you for coming in here today. You’ve done an impressive job and I know we’ve put you through the wringer. I appreciate what you’re offering, but I must tell you that we’re just not ready to buy your service at this time.”
Salesperson: “Well, I think perhaps we could continue this discussion next week when you’ve had a chance to understand the benefits of…”
Customer: “No, I don’t think that is necessary.”
Salesperson: “Suppose I email some material and you can talk about how much the program can mean in dollars and cents to your company.”
Customer: (shook his head) “I appreciate your time.”
Salesperson: “Perhaps if we discussed a smaller pilot program…”
Customer: (annoyed) “I thought I made myself clear. We’re not going to agree to the program.”
Don’t try to change the customer’s mind currently. First, they don’t want to continue the conversation. Exit quickly without a fuss.
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The customer wants you to respect his ability and authority to make this decision. As you pack up your briefcase, you can acknowledge by saying, “Well, you’re the boss and while I’m disappointed, you’re the one who gets paid to make those kinds of decisions.” The customer wants the termination of the sales call to be stress free. Keep that in mind. Be professional.
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Live to fight another day. Your careful, executed and respectful retreat preserves the professional relationship when the customer is ready to buy.
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Original article and photo source: Centerpoint Connect
Learn more about Centerpoint Connect Roofing CRM in their Coffee Shop Directory or visit www.CenterpointConnect.com.
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