When is No No?

When to give up• Jim Carey Dumb and Dumber• Theodore Geisel• Babe Ruth Struck out 3000 Times• Larry Bowa and Charles Barkley got cut from their HS Teams• Potential loss of business at major account• Told that I would never make it in college• Father Leonard Carrieri a sculptor who is legally blind• Pat Croce had the door slammed in his face at the Eagles Locker

Room• Pat Croce using his listening skills on the 100 times he called

Harold Katz• Dinnerware salesman at Country Club

No Signals• Budget problems• I need to consult with Joe• Call me next week

– You call and client is on vacation or constantly in meetings

• Phone calls and voice messages not returned• After the final No then you can find out the real

reason why the sale was lost

After the Sale is lost• Do not blame yourself or anybody else• Coach/Referee• Get feedback

– For yourself was it your style– For the company you represent– Was it the Product– Was it the price– Competitor advantage or benefit– Relationship not built

• Ask if any chance to revive the sale• Create a database/tool box for future use• Pass feedback to everyone that worked on the quote• Ask how to improve win or lose

After all is lost

• “Just because you say no doesn’t mean I can’t get you to change your mind. Salesman's Creed

• “Over-empathic negatives always suggest that what is being denied may be what is really being asserted. Jonathon Raban

• “Take no for an answer but don’t stop asking” - Pat Croce