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Education
Smash the old stereotype Sometimes no means no forever.
Rather than giving the prospect what they expect, That's fine. Take the time to improve
consider surprising them by accepting their no. Your lack your pitch, build an extensive
of defensiveness immediately changes their image of who
you are and what you want. network and learn more about your
customers' needs.
It's counterintuitive, but graciously accepting no from a
prospect the first time around may lead to more yeses in
the future. Recognize and accept that they're not interested
at the moment, but politely ask to follow up later. It's important to determine which prospects will never
become customers. Stop wasting time with people you
Agreeing to a future conversation is enough; no specific know won't buy your product or service and focus on
time or date needs to be decided. Since you started connecting with those who you believe will. Take both
your relationship with respect and positivity instead of yes and no answers. It’s the maybes that actually cause
manipulation and being pushy, they will likely want to problems.
talk to you again. Natasa Cvijanovic, co-founder and CEO of Tesla Payments and member
Stop wasting time of the SEAA advisory committee, has a proven track record within the
payment industry of cultivating successful relationships with ISOs, MLSs
Consider this: Salespeople wouldn't be needed if prospects and strategic partners. In developing national sales channels, she pro-
said yes all the time. Prospective clients constantly say no, vides training and coaching to sales partners to enable them to become
which is why salespeople have jobs. Remember, as long better business partners and advocates for their merchants, and to assist
as you have done your job, every no brings you closer to them in building portfolios producing steady residual streams. She is
a yes. also dedicated to consistently delivering high levels of professionalism,
integrity, dependability and trustworthiness. Contact her at natasa@
teslapayments.com.
