It seems like an obvious and stupid question doesnt it?

When can you know a sales prospect is not interested in your offer?

You know when he says hes not interested, right?

Not necessarily. Lets say youre calling someone on the phone, you dont know each other, and before you can get to square one, he says hes not interested.

What is he not interested in? Is it in speaking at that moment, listening to a presentation, or your product or service, specifically? You just cant KNOW from this statement.

So, you might try to reply with a transition phrase, such as Well, I appreciate that, but and continue from there.

If he comes back again, with the same or a similar line, well, the game should be over, and we should let him go, with a nice phrase such as, Thanks for your courtesy.

Next?

But how can we know when someone is no longer interested if we have communicated many times and possibly visited and made a formal, written proposal? Lets say weve called back, left voice and email messages and were getting zip, in return?

Can we infer the deal is dead, we blew it, or were too expensive, too late, or just too anything for his or her tastes?

Maybe, but its just a guess, at best.

All of us who have more than a few years of sales or business experience know that miracles happen. A prospect that you thought was deader than dead a few months before might call you and be hot to trot, or you might contact him and hear the same happy news.

Personally, I like to see the nails in the coffin before I am convinced a deal is dead.

So, if I get silence after having numerous contacts, Ill wait a spell, and then try again, perhaps offering a new service or product or piece of information in my message.

And sometimes, I do feel a pulse and the deal comes back to life!