Follow On to “No”

I’m not a salesguy. I just learned a new trick that seems like something salesguys know. Instead of saying “well, okay,” and walking away when you hear “no,” come back with a second, follow-on request.

A friend of mine recently gave me this one. He said, “If you get a ‘no’ on the big request, don’t forget to thank them, and ask them instead for the smaller request.”

He was totally right. I hadn’t even thought of it. Oddly enough, lots of people couldn’t buy the Cadillac, but they were willing to buy a toaster. (I dunno where that came from, but both seemed like things one might sell.)

Do you have experience with that at all?


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