1. Determine why they really didn't buy.
This is best done immediately after you are turned down, but it's also a good way to get back in front of someone. The key is to get your prospects to speak with you openly. This can be difficult, since many prospects feel the need to disguise the truth in order to avoid "hurting your feelings." Instead, they use generic reasoning, citing the price, a desire to remain with the current vender, a lack of available budget, or bad timing.

Uncover the real reason by asking questions about their goals this year and problems they are facing with their current vender, product, or service. This often leads to a conversation about the potential purchase of your product/service that you would never have opened up otherwise. Ask questions such as, What about your current product or service would you like to improve or change? or What solution would my product or service have to offer that would motivate you