If I represent a major developer in an industry, chances are I have a product or service that meets my prospect‘s needs.

But that’s not always the case, so what do I do in these situations?

If my product or service doesn’t meet the needs of my prospect, I don‘t sell it! I give a referral or introduce my prospect to another sales professional, but I ask for a referral in return.

I say,”You know what, based on what you’ve told me, what I have to offer isn’t going to meet your needs. Let me give you the number of so and so who does. And if you come across anyone who can use my products, I would greatly appreciate it if you let them know about me.”

Doing this helps me establish likeability, trust, and influence.