Every Prospecting Call Pays Dividends – Even a “No”!
Clint Unrau
CEO @ Sandler in Manitoba |★Hybrid Sales & Leadership Development★MB C-Suite Peer Group★Public Speaker
What if every call you made, even when you hear a “no,” actually led to something valuable? Sounds unlikely, but it’s true. Each interaction, no matter the outcome, provides an opportunity for growth. And even when the answer is “no,” there’s still potential for finding new opportunities.
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One strategy that might feel uncomfortable at first is asking for a referral right after you hear a “no.” While it might seem counterintuitive, this simple shift can open doors you may not have considered.
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Here’s the logic: Every “no” represents a chance to get a referral. By asking, you might uncover leads that you wouldn't have found otherwise. The key is to ask the right way, even when you’re told no.
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Here’s how you can approach it:
“It doesn’t sound like I can help you right now, but could you help me? If you were in my position, do you know anyone who might benefit from a similar conversation to ours?”
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This approach works because you’re not just accepting the “no” at face value. Instead, you're turning the situation into a chance to connect with someone new. This method can lead to valuable referrals, expanding your network and opportunities even when things don’t go as planned.
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Why not give it a try? Start asking for referrals after every “no” and watch how this simple adjustment can make a big difference in your sales process. You have nothing to lose and everything to gain!
Need help fine-tuning your message? Reach out to us?>>HERE<<?
Want to learn more about getting referrals? Check it out https://www.sandler.com/podcasts/how-to-succeed-asking-for-referrals
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Ready to Finish the Year Strong?
As Q4 wraps up, it’s time to reflect, prioritize, and plan for success. Sandler’s KARE framework helps you strategically organize your accounts:
?? Keep loyal customers happy
?? Attain new business
?? Recapture lost opportunities
?? Expand existing relationships
Where will you focus to close strong and set the stage for a stellar Q1? ??
Read the full blog for actionable tips: https://go.sandler.com/ask/insights/blog/categories/customer-relationships/finish-q4-strong-with-the-sandler-kare-tool/