When the customer says no.(McCARTHY ON MARKETING)

Lodging Hospitality,  May, 2006  by McCarthy, Tom

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Irecently asked a young sales person how she was doing on the solicitation of a corporate meeting she'd been working on for a long time. She told me that, in reviewing all the proposals, the prospect believed the competitor had everything the planner was looking for.

I asked her about her next step, and she said there was no need for a next step because the prospect had made up her mind.

Why did the prospect like the other hotel better? I asked. She didn't know what features made the difference but didn't think it was important since the prospect had weighed the pros and ...

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