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Prospects Who Can't or Won't Say No | Top Secrets
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David: Yeah. And it ties back exactly to our last podcast where we were talking about prospects who don’t respond to you. “And this really ties together nicely because in many cases, the people who can’t or won’t say no to us are the very same people who end up going radio silent and just ghosting us.” When we’re trying to get a sale closed.
You’re not going to remember, are they one of these clients that we’re talking about? So tracking and, searching for this particular concept, are they saying no? Can they say no? A very important part of the process. “because if we’re just saying follow up, follow up, follow up in our notes, that tells us nothing.” So a lot of times it’s really good in our next set of notes to say, spoke with Joe yesterday, he indicated he’d have a decision by such and such a date, so that when you contact him on that day, you say, hey, listen, when we last spoke, you said you have a decision today at 1230. What are you thinking? Right.
“When we run into these situations, our goal needs to be driving them to the no, if we can’t drive them to the yes.” Podcast: Play in new window | Download
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