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.
Author: Nathan Jamail
Nathan Jamail is a keynote speaker and bestselling author of 5 books, including his most recent “Serve Up & Coach Down.” With over 25 years of leadership in Corporate America as a top Director of Sales and a small business owner of several companies, his clients have come to know him as “The Real Deal.” Nathan has taught great leaders from across the world and shows organizations how to have a “Serve Up Mindset” to achieve maximum success. His expertise doesn’t come just from research or interviews. It’s from living the life of leadership for over 25 years. As a sales leadership keynote speaker and author who works with thousands every year, he challenges leaders to be the best version of themselves and settle for nothing less! Check out Nathan Jamail’s books, articles, keynote presentations, and blogs at NathanJamail.com or follow us on LinkedIn, Facebook or Twitter.
