JIM LOGAN: No matter how great you are, eventually you’re going to find yourself in a sales situation where you’re dealing with a prospect that just won’t buy. Either they don’t have the money, they can’t make the decision, or the timing just wasn’t right for the opportunity. And when you run into a case like that, what are you supposed to do? Here’s what I do: I ask for a referral. The way I structure it is, I just ask my prospect, “Hey, I’m sorry that we weren’t able to make a deal, but if you were me, who else would you talk to? Do you know anybody in your market or a related market that I can talk to that may want to take advantage of this opportunity?” So remember, when you can’t make a sale, just ask for a referral.