Membership Overview
Learn what being a member does for you
The Seller Styles
NASP Programs
Catalog
See a summary of all our programs and certifications
Online Certifications
Certified Professional Sales Person(CPSP®)
Develop your potential as a certified sales professional
Certified Professional Sales Leader(CPSL®)
Grow your impact as a certified sales leader
Certified Master Sales Professional (CMSP®)
Join the elite group of sales professionals and leaders
Online Programs
Advanced Sales Influence (ASI)
Take your influence and leadership to the next level.
Sales Success Principles
Learn foundational sales behaviors, strategies, and skills
Power of Contact Marketing
Learn from marketing expert and author Stu Heinecke
ProSeries Programs
Join the top 1% of sales professionals in the world.
Next Level Virtual Coaching
Sales Mastery
Join our ongoing dynamic virtual coaching community
Career Center
Explore job postings from some of the best companies in the country looking for sales professionals
Training Resources
Daily Dose of Influence!
Enjoy our video series of influence tips and strategies
Leads To Growth
Dig into our podcast featuring industry leaders and experts
Coaches Corner
Learn from our high-level sales coaching video series
Women of Sales & Influence – Facebook Live Series
Be inspired by our Facebook Live series spotlighting top women influencers
Women of Sales & Influence – Video Blog
Enjoy valuable, high-level sales strategies to empower your sales goals
Sales Resources
The Growth Quotient
You’ve heard about IQ, but what is your GQ?
Our Commitment to You
We are here to help your approach to sales, how you interact with others, and how you perform and execute
Articles
NASP Sales Blog
Learn from our member-submitted articles for sales professionals
About Our CEO
Standards of Conduct
Testimonials
Common Questions and Answers
Contact
by Barb Girson
For those of you direct sales women and entrepreneurs who are unsure of when to change stride with your sales prospecting leads, here are three simple steps to take after the second or third sales cancellation.
Do remember that there are times when the reason for a sales cancellation is valid such as an illness, an emergency, a death in the family and a conflict that cannot be avoided. In this case it is best to be understanding and empathic. This is usually not the case, though, when canceling becomes repetitive or chronic.
My theory is that there are some people that would rather say “yes” and cancel than be direct. Wouldn’t it be nice if we were forced to hear the cold, honest truth?
“My interest is simply too low” or “You have not captured my imagination about how what you offer can make a difference to my life or business.”
Sure, the truth can sting, but the dance around honesty can hurt us in an organizational and monetary context too. After all, time is money!
Consider how every minute you waste setting appointments and hanging onto chronic sales cancellers means you rob yourself of precious time you could spend actually helping customers or other sales prospects, and in turn actually helping your business grow.
Invest in the clients who are worth your investment in time.
Lastly, if you allow them an opportunity to be honest, and they opt out, give them an invitation to return. When prospects see that they can be truthful with you, yet still keep the door open if their needs, wants or situation changes, you thereby preserve the relationship while protecting your own energy.
Stamp out the chronic sales cancellation and continue to build your potential list for direct sales and sales professional opportunities, purposeful sales prospecting and setting follow up appointments.
About the author