Most no's are soft
Most refusals don't sound like a no: "send me the details" or "call me next week" can be a polite no. Check it with one plain question, or a next step with a date.
Transcript
Most no's don't sound like a no. Three in four refusals come softened. Say a prospect tells you: "Send me the details by email." It sounds like a yes. It may be a polite no. In recorded sales calls, you hear things like: "Yeah, probably." "Send me something." "Call me back next week."
So don't count a soft answer as a yes. Check it. Ask one plain question: "Is this a priority this month, or not right now?" Or offer a next step with a date they can move: "Shall I call you on Thursday?" A soft answer is not a yes. Ask, and you'll know where you stand.
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