The Story: Christina Newcomb of Quick Fix, a QuickBooks specialist, put her new skills to work after a recent seminar. A lead had not returned her calls for weeks. She was ready to give up, but inspired by the seminar, she decided to try one more time. To her surprise, the prospect answered the phone and told her "Sorry, we've decided to put the QuickBooks project on hold until next year." She was about to respond when she lost cell phone coverage. "Why bother calling back?", she thought, "They're not interested!" Then she remembered something from the seminar. A "No" is an opportunity to ask better questions and then truly listen to the prospect's response. When she called back, she asked a few "magic" questions and let the prospect vent about his situation. After 25 minutes, she was able to create a solution that met the prospect's needs. She is now providing a QuickBooks training program that will put their bookkeeping on track for this year. She estimates her ROI on the seminar fee is 400% from just one client in one day! The Take Away: Many salespeople quit at the first "No", but professional salespeople realize that is just the start. Find out what you can do when your prospects say "No" by clicking "4 Responses To No". The Challenge: Write down "magic" questions you can be ready with the next time that a prospect tells you "No".Looking for a little inspiration in your sales efforts? Click here for the upcoming seminar schedule.
 
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