Do you prefer to hear “I want to think it over” rather than a “No”? Learn how to accept a straightforward answer from your clients.

Determine why they really didn’t buy. The key is to get someone to speak to you openly. This can be difficult, since many clients feel the need to disguise the truth not to “hurt your feelings.” Instead, they use generic reasoning, such as “High price” or “Bad timing.” Get to the real reason by asking questions about their goals this year, problems they are facing, etc. This often leads to a conversation about the potential purchase of your product/service that you would never have gotten otherwise. Remember that there is usually one main reason why a customer will not buy. If you hear “I want to think about it,” chances are the customer hasn’t been given all the information that they need in order to make a purchasing decision. It is up to you to go back, uncover and fill in the areas that are missing. What is it they really want to think about?

Photo credit: Hannah Nerdin