Selling Against NO! in Professional Services
Consultants, attorneys, and accountants all sell the same way, whether they call it that or not — through referrals, reputation, and relationships that go quiet the moment a prospect says they’re already covered. The Seven NOs framework applies here too, but the NOs sound different in every practice. Pick your world below.
Consulting Firms
A prospect who says “we already have someone for that” without ever comparing outcomes. A client who thinks they can build it themselves in-house. See the Soft NO and Internal NO that stall consulting engagements — and how to open the door without sounding like every other firm chasing the account.
Law Firms
A prospect who feels obligated to stay with outside counsel they’ve never actually compared. A client who sees switching firms mid-relationship as too risky to consider. See the Soft NO and Internal NO that keep rainmakers from winning new matters — and how to earn the meeting anyway.
Accounting Firms
A business owner who says they’re happy with their CPA without ever pricing out the alternative. A prospect who won’t even take the call until after tax season. See the Soft NO and Silent NO that stall accounting and advisory engagements — and how to diagnose what “happy” is really covering for.
Bring Selling Against NO! to Your Team
Jon speaks at national sales meetings, sales kickoffs and industry events.