Arnaud Renoux thescalelab.

com
scalelist.com

(This is exactly what you shouldn’t do to your prosepcts when they say “No” to you)

5 Reasons
your leads say “No”
( 7 questions to handle “NOs”and
make a difference instantly)
 Arnaud Renoux thescalelab.com
scalelist.com

1. “I’M NOT YET READY TO AGREE”

Your prospect is not prepared to commit to
an agreement now.
They need:

Additional information: Unresolved

concerns
Time: Budget, timing conflicts, internal
processes
Approval: Multiple stakeholders
involved
Alternative options
Reassurance before they feel
comfortable

Don’t be shy, have open communication to

understand their needs and priorities.
 Arnaud Renoux thescalelab.com
scalelist.com

2. “I DON’T UNDERSTAND”
Your explanation wasn’t effective. Your
prospect is confused.

They need:

A clearer explanation: a breakdown to

enhance their understanding.
More context to connect the dots.
A different perspective: Align your
explanation with their existing
knowledge and reference.
 Arnaud Renoux thescalelab.com
scalelist.com

3. “I’M UNCOMFORTABLE WITH THE

SITUATION”
Your prospect experiences dissatisfaction
or a lack of confidence regarding the
situation.
They need:

Higher trust in the individual

A safety net
An offer that aligns with their values,
principles, or beliefs
More control, more information, more
transparency
 Arnaud Renoux thescalelab.com
scalelist.com

4. “I CAN’T AFFORD IT”

Your prospect's financial

capacity/willingness to spend is low.

They need:

Empathy
You, exploring solutions to
accommodate their budget constraints
(flexible payment plans, discounts, or
alternative options)
You, emphasizing the long-term value
and benefits of the product or service
 Arnaud Renoux thescalelab.com
scalelist.com

5. “I WANT SOMETHING ELSE”

Your offer does not 100% meet your

prospects’ needs, preferences, or
expectations.

They need:

An open communication
Active listening to their specific
requirements and preferences
Explore alternatives to better align with
their needs.
 Arnaud Renoux thescalelab.com
scalelist.com

7 QUESTIONS TO DEAL WITH A

“NO”:

1." Can you help me understand what

aspects of this solution are not aligning
with your current requirements?"

2."In what ways do you feel this

proposition may not fully meet your
company's expectations/desired
outcomes?"

3.“What about this doesn’t work for you?”

4.“What would you need to make it

work?”
 Arnaud Renoux thescalelab.com
scalelist.com

5."Could you share the specific challenges

that prevent you from seeing this as an
ideal fit for your needs?"

6."How do you perceive the limitations in

the context of your company's current
goals?"

7."Can you provide insights about

functionalities that you feel are missing or
insufficient in addressing your company's
challenges?"
 Arnaud Renoux thescalelab.com
scalelist.com

A salesperson's job is to understand why

you got a “No”.

A “No” from your prospects is rarely final.

Practice active listening and empathy

Encourage the prospect to voice their
concerns
Tailor your communication to their
level of understanding
Provide real-life examples and use
visual aids to simplify complex
concepts.

A “No” is a learning to improve your

product and yourself.
 Arnaud Renoux thescalelab.com
scalelist.com

TL;DR:

1.“I’m not yet ready to agree”

2. “I don’t understand”

3. “I’m uncomfortable with the situation”

4. “I can’t afford it”

5. “I want something else/work with

somebody else”

7 questions to deal with a “No”

Arnaud Renoux thescalelab.com
scalelist.com

You ❤️ ?

👍🏻