Traditional salespeople were scared to hear "No"- the new paradigm is to allow the customer to say no- in fact, give every
opportunity to the customer to say " No" to your solution- employ the negative reverse technique- "This solution is too
expensive for you- it appears that this is not a good fit for your needs and situation".
Let the client, tell you why in-spite of all your efforts to disqualify the sale, it makes sense for them- let the client give you
their reasons, why they want to buy your solution, rather than you pushing the product for your own reasons.
Pull versus push in sales, as in marketing, is a very effective strategy.
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