Child: “Dad (Mom), can I have…?” 

Parent: “Nope.”

Child: “But Dad…?”

Parent: “Son (Daughter), I already said no.”

Child: “Please?”

Parent:  (Wait… Read below before you respond)

So?   Do you get mad?  Or do you reconsider their request? 

Not long ago, I found myself getting upset when this scenario played out with my kids.  But then something hit me…

With a background in sales, if I would have taken “no” every time I heard it, my family would be pretty skinny. (There’s a joke in there…can you see it?)  I was never high pressure, but persistent if I knew it would truly benefit the customer.

For example, when I was selling coins.  If I had a coin available that I knew a customer needed, it was cheaper than normal, and I probably wouldn’t get another one in for a while, I would be more persistent with a few “no’s.”

Me: “…..(coin info).  Do you want me to send it to the same address?”

Customer:  “No.  I really can’t do this one right now.  Maybe in a month or so.”

Me:  “I understand.  You didn’t expect me to call today.  And to be honest with you, I didn’t expect to get this coin to come in.  Mr./Mrs. __________, here’s the thing.  This is a coin that you need.  You know I only get them in a few times a year.  It’s cheaper than the last time I had it in.  Go ahead and get it.  You’ll be glad you did.”

Customer:  “It sounds good, but timing is just bad.  Maybe next time.”

Me.  “That’s fine.  I know there is more important things than buying coins. The only reason I called is because I know this is a coin that you are going to get one day.  It is cheaper than I expected it to be… (pause) You know what?  Do this… Grab the coin.  Put it on the same credit card as last time… You want even see you bill until next month.  Fair enough?”

Customer:  “That makes sense.  I’ll take it.”

Did that sound like high pressure?  As long as it is sincere, honest and benefits the customer, I think that was fine.  You want to know something else.  That customer would be excited to get that coin.

I decided that it was ok if my kids didn’t always take no for an answer.  As long as they were respectful and sincere.  The same is true in business.  When you are talking with a patient (or potential patient) it’s ok to ask for their business.  It’s ok to take a few “no’s” and overcome their objections if you believe you can truly help them. 

Remember, be sincere, confident and concerned.  “They don’t care how much you know until they know how much you care.”