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RE: Never accept defect or failure!
You're right! I participated in the sales training program (at work) and there we were taught similar things. That is, you can not accept refusals, you must learn to persuade and defend your position. For many it is quite difficult. Decisiveness plays a key role since it allows you to look at things as a "challenge." That is, indecisive people look at any situation as a problem - and decisive people look at any complicated collation as a "challenge" for themselves.
I liked your message! Thank you
You can pretend you have accepted the refusal for the time been. But change gear how you approach the deal. If you subtly mimic speech and behaviour patterns of the customer you will rope that sale in. Why, because the person feels you understand him, by the way you relate to him. By using the same type of jargon & gestures, you become his instant pal.