Every time you find out about them, the person you are talking with, be that potential prospect, partner, friend, guy sat opposite you on the train... you uncover a reason to connect them, and very often sell to them, be that now or in the future.
People like people who are interested in them. People buy from people they like.
What goes in, must come out. No matter how sophisticated your sale is, numbers matter. Number of leads, number of contacts and number of opportunities. Without the constant pipeline stream you'll always have up and down results.
3. Don't take the first no as the final answer
If you believe that you have the right prospect for your product, (and you really ought to at this stage, or else have qualified them out much much sooner), then don't take those 'no's' lying down. Challenge and challenge again until you that your prospect has considered your services and for understandable reasons has decided to say no.
3x 'no' is normally the limit!
4. Be valuable
Give your prospects a reason to come to you as an expert in the field. Share useful information or snippets that are a genuinely good reason to get in touch. (While also reminding them of you, your products, and their promises).
Let them see that you are thinking of how to improve their business, help them in their jobs and not just keen for a sale.
5. Ask the scary questions
Blindly leaving a meeting assuming your prospect loves your service, because they were too polite to say otherwise and you were too arrogant, scared or lazy to ask the awkward questions simply prolongs the inevitable 'no'. Unfortunately this 'no' comes eventually, usually after a period of chasing and your prospect being none responsive, which only wastes your time. Time that could be spent on finding a new prospect who will buy your service.
Avoid the drawn out 'no' by asking questions, even if it feels a bit awkward to do so. Better to uncover those objections right there and then and move on to your next sale.
I'm busy working on my blog posts. Watch this space!