1. Prospecting 101 series
Session 3
When People Say, “We’re All Set”

2. Quick Poll
What is the
best way to
reach a prospect?

3. Answer:
a multi-faceted
approach. What you
do depends on who
you are targeting

4. Today:
“No”
or
“We’re all set”

5. WHAT “NO”
MEANS in SALES

6. What NO can mean:
• I don’t think we need that
• “I am too busy to talk now”
• I have no idea
• “It’s not my department”

7. MANY TIMES, NO REALLY
MEANS:
• This sounds time
consuming
• I really don’t care about
our company reducing costs

8. SO WHAT TO DO ABOUT
NO’s…..

9. Dealing with NO’s
Start with a positive

10. Dealing with NO’s
Re-frame

11. Dealing with NO’s
Determine if right
contact

12. Dealing with NO’s
If I DO have the right
contact, can I talk with
them again at another
time?

13. Dealing with NO’s
If I DON’T have the right
contact, can I find
someone else?

14. REVIEW:
Start with a positive
Re-frame
Determine if the right contact
Take next action

15. How many No’s?
When did you get good at
overcoming the word “NO”?

18. 1330 strike outs
"I've never heard a crowd boo a homer
but I've heard plenty of boos after
a strike-out." - Babe Ruth

19. ASSIGNMENT:
If you don’t like NO, learn to better
understand it
Try for “YES” first, then a “quick NO”
Try to not stop when you hear “NO”

20. BONUS RESOURCE:
SIX FREE SALES TOOLS to help with online research from B2B Camp
http://www.slideshare.net/salesintelligence/presented-at-b2bcamp-6-free-sales-tools-for-pros

21. Contact us for:
Help with Social Selling
Reviews of LinkedIn Profiles
Prospecting training
Our program on building Sales Influencers
Lori Richardson @scoremoresales lori@scoremoresales.com