Do you ever fear the word "No" from prospects and customers?
- Change your focus!
- Don't fear the NO.
Getting a YES from a prospect, as in "YES, I will buy from you," takes you to the bank. That's something every salesperson will agree is positive.
Getting a YES from a prospect also feels great. No one will argue with that, either.
Getting a YES gives you more confidence and self-assurance. That's certainly a good thing, too!
Unfortunately, most salespeople get a NO answer much more often than they get a YES answer. That's a fact of sales life. Here's another fact: If the inevitability of NO answers demotivates you, makes you feel small, keeps you from learning and improving, you need to change your focus. You need to start looking at the NO answer a little differently.
ONE SIMPLE CHANGE
We have seen many, many salespeople who were not doing at all good turn on a dime and begin generating the revenue they targeted for themselves...just by making one simple change in the way that they looked at what they did for a living. The change was this: They went into the field looking for a NO answer, rather than a YES answer. And that single, momentous change transformed their careers.
Understand: They made this change knowing they had a professional responsibility not to take any form of "Let me think it over" as an answer from a prospect! Their goal was simply to pile up a big collection of clear NO answers...on their way to the eventual YES answers. That's what allowed them to turn things around.
Show me a salesperson with ten NO answers in a row, and I'll show you someone who's close to a YES. When you set yourself up for a "win" by getting a NO, you can actually feel good about a negative result.
At one of our sales training sessions, one salesperson who was on the brink of leaving the profession grabbed hold of this idea. He decided to go after the NO - not the "maybe," mind you, but the NO - instead of the YES. He reported back to the group that he found most prospects "could not" say NO! With some gentle "pressure," he had made three sales in the week after he left the meeting!
A firing benefit emerged. His fear of cold calling had completely disappeared! The pressure of getting a YES had been eliminated.
How can you move into the winner's circle? By taking the pressure off yourself! Stop making it your job to generate some mythical rejection-free stream of YES answers - and consider it your mission to accumulate as many clear NO answers as you possibly can!
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