When you're in a sales slump, it's easy to get discouraged. But if you're running into a slew of "nos," you can still take positive action to turn things around.

Let's say your prospect isn't the decision-maker. You might say, "I'm so glad I had this opportunity to sit down with you to learn more about your business and your decision-making process. It seems like the person I should be speaking with next is Jamie. Is that right?"

Or perhaps your prospect isn't in the market for your product or service right now but might know someone who is. Try, "I appreciate your candor. Thanks for letting me know that our service isn't what you're looking for right now. I'm wondering, based on what you've heard about us, whom you know who might be in the market for this." And then stop talking.

Whether it's making the right connection within the organization or obtaining a new, qualified lead, both are wins.  And when the lead comes with a personal introduction (which you'll offer to draft), you're already ahead of the game.

Published on: Nov 30, 2018