Some salespeople look for an exit right after prospects say “no” to an initial closing attempt. Others take a negative answer personally and push to reverse it. In other words, they switch from being helpful salespeople to determined opponents, raising the resistance level of prospects. 

Here are seven tips to help you get the sale back on track:

1. Listen carefully to discover all the questions and concerns that stop prospects from saying “yes.” They have listened to your presentation, and now are making a mini-presentation in response. Give them a chance to express themselves. They may feel better for getting their thoughts out in the open — especially if they believe you’re listening. You will learn more about what’s stopping them from taking immediate action.
2. Restate their questions and concerns before answering. Prospects don’t always say what they mean. Restating allows them to hear their own words. In some cases, when prospects hear what’s holding them back, they may answer their own concerns.
3. Find agreement. When you agree with the prospect on some aspect of his or her objections, you create an atmosphere in which you may uncover areas that are holding up the sale. Every subject you discuss during this part of the sales process may lead the prospect closer to a “yes.”
4. Confirm that prospects have stated all of their concerns. It’s your job to persuade prospects to take immediate action. So gather all the concerns you can before you begin providing answers. This isn’t an interrogation. You are the prospect’s consultant and you want to help him or her reach an informed decision.
5. Ask the prospect to take immediate action. Some prospects make decisions quickly and calmly. Others wrestle with the process. Whenever you finish addressing questions and concerns, always end by asking the prospect to take immediate action.
6. Be ready to offer more encouragement. What do you do when you have addressed all the questions and concerns, asked the prospect to make a decision, and he or she still remains silent? If the prospect doesn’t agree with the solution you present or raises another concern, address it. 
7. Close the sale today. Not next week or next month. What do you have to do to close the sale today? You have devoted your time and energy to meet with the prospect. You have asked every question and delivered every statement needed for the prospect to make an educated decision. Put the same effort into creating your closing statements/questions as you did in preparing the rest of your presentation, and you’ll hear “yes” more often.

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