Staying on Course Despite All

Staying on Course Despite All

Staying on Course Despite All 
Spring 2007, Asia Volume 1, Number 1

Staying on course despite all

Many times the original plans that were scheduled are often affected by the unpredictable circumstances surrounding the environment. Inevitably, customers resist and hold purchases with such uncertainties and you’re probably stalled for more sales and results!

While it is tough to push a hard sales when customers hold the pause button, it is necessary to stay in touch with the customer to understand that  ‘change of heart’ that has just occurred in the organization. Engage in more dialogue with your customer to understand the reasons surrounding the postponed decisions and the probable change in budget, purchase process and the criteria for evaluation. Most importantly, make it a point to read and understand about your client’s business from the internet, business journals and newspapers to understand the pressures of their organization.

When you are in synch with the happenings in your client’s world, you will be able to forecast your pipeline better because you see his needs and challenges. Seize the opportunity to understand how you market your products and services currently and analyse if there are gaps in the value proposition. You have to change and steer towards the changes of the marketplace.



“He declined to try the product and did not even want to give the trial a shot.” Such comments are not uncommon at all and do not feel despondent when you encounter such sales situations. Did you know that the start of a successful sales opportunity begins with understanding why the customer declined your product or service?

When customers say NO, it really is not the end of the sales cycle but the beginning instead. Accept the decline graciously and add an eager anticipation to understand his reasons for the decline. Probe gently and sincerely and express a keen desire to know the reasons and circumstances behind his ‘NO’ response.

Review his concerns and objections and rationalize where the gap between the selling and the needs was. When you are able to confidently present a proposal the meets the needs, ask the customer again because by then, you would have fulfilled his requirements! Don’t give up on a NO as it is the gatekeeper to knowing how to get a YES response.



Always research the company’s website before calling on a prospect, you’ll be surprise how little employees actually know their website and its details. It’s a great way to build rapport from the start!

60 Seconds

is All it Takes
to Know a Little More
Quick Tip1

“Engage in more dialogue with your customer to understand the reasons surrounding the postponed decisions.”

Quick Tip2

Keep these things in when your prospect says NO: Be sincere and ask why. Clarify the reasons for his concern. Don’t assume you know what he means. Reflect on his feedback and propose again. Be eager and ask for the business since you know what he wants!