The Questions are Always the Answer!

How to Reverse a Pitch Gone Bad

April 1, 2021

We’ve all had this feeling - You've just pitched your product/service to a potential customer and things just aren’t connecting.  Your potential customer isn’t engaged and doesn’t seem interested.  You can see this by their lack of questions, or subtle things like not acknowledging your comments on the benefits of your product or service.  But rather than throwing in the towel, there’s one more thing you can do – The Door Knob Close!

Think of yourself having pitched your product or service in person and having been rejected, just as you are about to leave, you touch the door knob and you turn around and say...

“Bob, can you give me one more minute of your time.....

I’m very new to selling this product/service, but I know our company sells a lot of this product/service to many businesses and they've found that it works very well for them.


Could you just give me a few minutes of your time to let me know where I've gone wrong; where I've been unable to show you the value of the product/service?”

Now let them talk.  People love to help others.  Almost everyone will graciously help you by telling you from their heart why they aren’t buying.  Thank them for their input and continue to ask questions of their responses, showing that you appreciate their input and that you care.

You will quickly know the truth why they didn’t buy, giving you a chance to directly respond to their objections.  In some cases, if you handle this carefully, you’re likely to find that they sell themselves since they will empathize with you.

Give our Support Team a call now at (949) 478-6887 if you have any questions about this or would like any training material - we're always here to help!

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