The Psychology of Rejection – Stay on the Case
We all hate being rejected and our natural inclination is disappointment and the urge to move on. But not so fast…
While the buyer thinks he has a deal with your competitor, something like 20% of all deals fall apart between the handshake and the actual closing.
So rather than go cold, our best bet is to be gracious and to gently keep in touch, positioning ourselves as the one who catches buyer if the other deal blows up.
Personally, I have won several deals after I thought they were lost . . . there is nothing quite like that call from the prospect when he says, “Are you still interested in working with us?”
We all know the answer to that question!