{"id":1702,"date":"2019-10-02T17:06:50","date_gmt":"2019-10-02T17:06:50","guid":{"rendered":"http:\/\/www.wensmedia.com\/ens-on-sales\/?p=1702"},"modified":"2019-10-02T17:06:50","modified_gmt":"2019-10-02T17:06:50","slug":"a-second-chance","status":"publish","type":"post","link":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/a-second-chance\/","title":{"rendered":"A Second Chance"},"content":{"rendered":"<h4>You\u2019ve heard the expression that you don\u2019t get a second chance to make a first impression.\u00a0While that may be true when it comes to meeting people, it\u2019s not necessarily the case when it comes to B2B (business to business) sales.\u00a0In fact, in the B2B sales world, if you play your cards right, not only may you get a second chance, but you could get a third, fourth, fifth, and even beyond.<\/h4>\n<h4><\/h4>\n<h4>There is a reason that those selling vehicles, appliances, furniture, and other B2C (business to consumer) products come off a bit pushy, and by doing so, often lose the opportunity for a second chance.\u00a0It\u2019s because once the customer has made the purchase, they are out of the market for an extended period of time.\u00a0It\u2019s\u00a0Risk versus Reward. They push because they know that it may be years before those customers are in the market to purchase again.<\/h4>\n<h4><\/h4>\n<h4>In media sales, if you make a presentation to a prospect or client today and they say no, you can always reload and present again tomorrow or in the very near future,\u00a0IF\u2026<\/h4>\n<h4><\/h4>\n<h4>The \u201cIF\u201d is\u2026 If, you play your cards right and take the \u201cno\u201d professionally.\u00a0No pouting, no arguing, no trying to make them feel guilty or stupid because they didn\u2019t accept your ideas or didn&#8217;t want to do business with you.<\/h4>\n<h4><\/h4>\n<h4>Accept the \u201cno\u201d politely and professionally and be ready to reply with a few well-prepared statements and questions, such as, \u201cMr.\/Mrs. Prospect, I really appreciate your time and consideration of our proposal or plan.\u00a0Can I ask you a question or two?\u00a0Is there a specific reason that you have decided not to move forward with this plan?\u00a0If I were to re-tool this plan or go back to the drawing board, what changes, things added or subtracted, would you like to see?\u201d<\/h4>\n<h4><\/h4>\n<h4>Find out what the possible reasons may be and re-think your proposal.\u00a0A warning though; business owners do lie and how they respond to these questions may not necessarily be the truth.\u00a0Be prepared to dig a little deeper to uncover the real reasons.<\/h4>\n<h4><\/h4>\n<h4>By being professional, you will always leave the door open to present again.\u00a0Anything less is unacceptable.\u00a0In media sales, there is always a second, third, fourth chance to make that first time sale.<\/h4>\n","protected":false},"excerpt":{"rendered":"<p>You\u2019ve heard the expression that you don\u2019t get a second chance to make a first impression.\u00a0While that may be true when it comes to meeting people, it\u2019s not necessarily the case when it comes to B2B (business to business) sales.\u00a0In fact, in the B2B sales world, if you play your cards right, not only may [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[388,481,33,395,84],"class_list":["post-1702","post","type-post","status-publish","format-standard","hentry","category-uncategorized","tag-business","tag-consumer","tag-media","tag-prospect","tag-sales"],"_links":{"self":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/1702","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/comments?post=1702"}],"version-history":[{"count":1,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/1702\/revisions"}],"predecessor-version":[{"id":1703,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/1702\/revisions\/1703"}],"wp:attachment":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/media?parent=1702"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/categories?post=1702"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/tags?post=1702"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}