Turning "No" Into "Yes"

How do you respond when you've delivered a presentation and you're met with "I'm not interested in your product?"

If they weren't interested, why did they agree to theappointment? This is generally a smoke screen. All prospects aredoing is making you earn your commission by putting on a gooddog-and-pony show.

This problem is actually on of the easiest to deal with becauseyou know it's a bluff. Accept the challenge and put on a greatshow. Use the bluff as inspiration, and make the pitch of yourlife. Combine maniacal enthusiasm with persistent questioning andadd one more element-blatant salesmanship.

Many prospects who use this ploy are in direct sales businessesor have a sales background. At the very least they admire awell-executed sale tactic when they see one. So give them what theywant. Even if you don't make the sale, you'll establishyourself as a sales professional who isn't flustered by alittle gamesmanship. That kind of reputation will get you in thedoor more easily the next time.

Excerpted from Creative Selling: Boost your B2B sales

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