When a prospect shuts you down with a no, some think that’s the end of the game. In some cases, it’s just the beginning – the beginning of the puzzle that is.

When a qualified prospect (you caught the word qualified, right?) says no, it can actually mean many things. Your job is to figure out what no really means – do that and you may turn the deal around. I’m not advocating the probe for more pain and listen for buying signals kind of thing, I’m saying if you can better understand no today, you’ll hear less of it tomorrow.

For the small business owner no usually means one or more of the following:
• I don’t have enough information
• I don’t trust you
• I want proof
• I don’t trust myself
• I don’t see the value

And now for some tips: Educate – don’t sell, ask questions about goals, offer proof, spell out the value, be yourself, and above all, don’t take anything personal. There that should let you solve the puzzle.