I’ve started asking clients this question early in the sales process. It sounds like a stupid question right?  I mean of course they would tell me no if they don’t think what I have to offer is the right fit for their needs. Right?  Wrong.  No one likes to break up with anyone.  Think back to high school and how awkward it was breaking up with your boyfriend or girlfriend.  You avoided it and let it drag on forever because you didn’t want to deal with the potential fallout which could include groveling, crying, anger etc.  Clients feel the same way.  They don’t like breaking up with us, even when it’s obvious we’re not the right fit.  This is why many times they don’t even call us back or they avoid us like the plague around “decision time.”

We need to let them know we are ok with being told no and that it is the second best answer we could get from them.  Yes is obviously the best. No is the second best.  Maybe or no response is the worst and ultimately turn us into stalkers.  I’ve found by being upfront with them and letting them know I’m ok with them telling me no early in the sales process they are much more likely to be upfront with me towards the end.  Give it a shot and see what happens.  Good luck and happy selling!