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What Does “No” Really Mean? |
| Situation |
Based on their previous meetings, Alan was confident when he opened his presentation that Rachel would buy today. However, as he tries to close, he gets an unexpected negative response:
| Alan: |
So, Rachel, you seem to like what my company has to offer. I think we could put together something that will provide great advantages for you. How about it? |
| Rachel: |
Well, it sounds good, no question. I’m sure we could work together, but money’s really tight through the summer. I can’t make a move right now. |
| Alan: |
Ah, well. If you don’t have the budget, you don’t. Tell you what. I’ll leave some materials with you and check back in September. Or, you can call me when you do decide, okay? |
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| A Better Response? |
Alan has run into a flat “no” while trying to close. Yet, he seems to give up too quickly. He may feel that by persisting he would be irritating his customer and acting too Q1 — pushy and aggressive. What might Alan have done to keep the discussion going and, perhaps, change Rachel’s mind?
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