That makes me uncomfortable. It leaves me in limbo, investing energy without clarity. More than once I have felt like asking directly: “Are you really interested in continuing to explore this, or would you rather we leave it here?”
Over time, I realized that many times the “no” is implicit, and I don’t see it—or I choose not to see it. And this is where something essential comes into play: opportunity qualification. If I don’t apply discipline at that stage, I risk holding on to a “maybe” that is actually a “no” disguised as courtesy.
In consultative selling, a no can be just as valuable as a yes. Because a sincere no releases energy, brings focus, and creates authenticity in the relationship. It also relieves the client: they stop making excuses and start speaking frankly.
At mb&l Consultores, we work with sales teams so they learn to listen, qualify, and accept no as a gift of clarity. Because consultative selling is not about accumulating opportunities, but about building honest conversations and focusing on what truly has life.
If you want your team to turn these situations into trust and focus, get in touch with us.
And you—how do you react when a client doesn’t say no… but doesn’t move forward either?
