We all know what to say when we win deals, right? But professional salespeople also need to know what to say when a deal goes bust.

As salespeople, we’ve all been there. You’ve spent weeks or even months courting a prospect. You’ve sent them materials, completed demos — heck, you’ve probably even priced out a six-month trial program for them. Your follow-up, perhaps using a tool like Spiro, has been stellar. But at the last minute, they decide they aren’t ready for the solution, don’t have the budget, or simply want to go with a different vendor.

That doesn’t mean your reputation as a salesperson has to go down in flames as well. Here are my tried-and-true phrases for ending an unsuccessful deal with your dignity (and your chances for a future deal) intact.

3 Phrases That Keep Lost Deals Alive

1) “You picked a great company to work with.”