Get prospects to tell you "no" and you'll eliminate wasting time with those who weren't going to buy anyway. This is even more critical in our lousy economy, and the weaker marketplace that many are experiencing - so let me repeat it! Get prospects to tell you "no" and you'll eliminate wasting time with those who weren't going to buy anyway. Most everyone that sells can agree with this on some intellectual level. However, for most people, when they’re in front of a prospect and it’s decision time, they become emotionally involved… and too often something between a “yes” and a “no” is accepted.
Getting a "NO" is a success! Get your "no" early and then spend your valuable time working with prospects that will say "yes."
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