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You’ve probably heard the old advice that says you should never stop selling until you get a "yes."
It’s all about persistence, overcoming objections, and never backing down.
But is that really the best approach when you’re trying to build trust with your prospects?
At the heart of these ideas is the belief that you should never back down, being persistent until you either get a "yes" or a "no."
Sounds exhausting, right?
The truth is -- you’ve probably moved past these outdated ideas.
You’ve learned how much they can damage the trust between you and your prospects, and honestly, they don’t feel great either.
However, even with this understanding, it’s easy to feel guilty when a great conversation with a prospect goes cold.
You give it your all, but if they don’t follow up, you're left wondering:
"Why didn’t they get back to me?"
You start questioning your approach, and it can feel like you're carrying an emotional weight.
But here’s the thing -- not every prospect is a fit for you.
And that’s okay.
So, how do you handle a situation where you realize a prospect isn’t the right fit?
How do you walk away without feeling like you're letting them down or abandoning an opportunity?
It’s often harder than we think because we’ve been taught to chase every potential lead, to believe that we can help everyone.
Not every prospect is a fit for you, and that’s okay.
Walking away with grace preserves trust and keeps the process authentic.
When you realise it’s not a match, here’s how you can respectfully and confidently exit the conversation, preserving both trust and dignity:
- “My only goal today was to see if there’s a fit between us, and if I can genuinely help you. It seems like, for your particular situation, I’m not the right fit. I hope that’s okay with you, and if you’d like, I’d be happy to refer you to someone who might be better suited.”
If they are a fit and you want to avoid chasing each other around, here’s another option:
- “If you’re open to it, we could schedule another time to connect -- that way, we’re both on the same page and I’m here to answer any further questions. How does that sound?”
By scheduling that next step, you can maintain a relationship without the pressure to chase, and you’ll never have to feel guilty about walking away from someone who wasn’t right for you.
Want to start building stronger, more trust-based relationships with your prospects, order your complimentary books and consultation below.
Related: Are You Selling “You” or Your Process?
Get Ari’s 6 best-selling books for FREE here and you’ll also receive a Complimentary Sales and Lead Generation Consultation (value $995.00). Ari Galper is the world’s number one authority on trust-based selling and is the most sought-after high-net-worth new client acquisition expert for financial advisors. His latest books "Are You Chasing Ghosts", "Trusted Authority" and "Trust In A Split Second" have become instant best-sellers among financial advisors worldwide, get your free books here.