Resources  >> What *We’ve Gone In a New Direction* Really Means

About Vickie Sullivan

Vickie Sullivan is internationally recognized as the top market strategist for thought leaders, professional speakers and B2B professional service firms. Specializing in brand and message strategies in crowded markets, she has helped thousands of talented people outsmart their competition since 1987.

Written by: Vickie Sullivan  |  September 15, 2015

What *We’ve Gone In a New Direction* Really Means

In my earlier years, when someone told me, “we’ve gone in a new direction”, I would mentally roll my eyes and label them as lame. After all, if they weren’t that interested in the first place, why did they waste both of our time?

I’ve since evolved and asked the question, “Really? What happened?” And the answers have surprised me. These conversations and war stories are the basis of this Rain Today article that drills down on the top three back stories behind this over-used excuse and how to respond.

What I really learned from those who said no: magic happens when you listen without judgment. If you make their choice OK, you will find out the juicy, behind-the-scene details. Why many prospects don’t want to tell us the truth? Because (1) they don’t want to be talked out of their decision; and/or, (2) they don’t want to insult us and burn a bridge.

Take those two concerns away and you’ll get critical information that will change your sales conversations. And that’s worth losing a potential assignment for.

 

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Comments:

  • Author : Julie

    Published: 2015-09-15 12:13:46

    Great article. After being on both sides, I can understand both sides. It would be so helpful just to be able to get brutally honest feedback about why you weren't picked. It may not have anything to do with you personally at all, but just so you could understand the client's needs better.

About Vickie Sullivan

Vickie Sullivan is internationally recognized as the top market strategist for thought leaders, professional speakers and B2B professional service firms. Specializing in brand and message strategies in crowded markets, she has helped thousands of talented people outsmart their competition since 1987.