If you get stuck on a call with a non-buyer, start taking really, really, really good notes.
Taking extra good notes will help you:
Stay engaged in the conversation
Leave your prospect with a good impression of your business
And provide you with an exit strategy from the call
Your non-buyer sales call exit strategy might look something like this:
If all you’re doing is taking careful notes
All of your disruptive thoughts will fall away
Leaving you open to catching a bit of their insight
A real gem about their business
That you can repeat back to them
Word for word
Thanking them for this wisdom
Truly and sincerely
Which … for reasons unbeknownst to me
Causes them to end the call quickly
Immediately after the call:
Take those same words of wisdom
And send them out
In an email, LinkedIn, or blog post
To your prospects.
P.S. Here’s the wisdom that was imparted to me on a recent call where my prospect did not buy: Our mind can’t retain something that it has not created. It’s what you do with the information that will depend on how you retain it. You must create something from it. Instead of just a wavelength, make it physical evidence. Catch the little idea, put it into action, and then improve upon it.