Sales Prospecting

Never Avoid the Opportunity to Get a No


Today's article is by Andrea Waltz, co-author of Go for No! Yes is the Destination, No is How You Get There. She teaches salespeople how to remove the one major roadblock standing in their way to success -- how they respond to the word NO!

___________________

We’ve all been taught and trained to operate in a world where yes equals success and no equals failure. But what if that failure was actually the secret to success? 

Consider the fact that to a large degree, success is a "numbers game."  So, the value in increasing your failure rate is to literally improve your "chances at success."  

For any salesperson, the mere act of increasing the amount of product you show and services you offer increases both the yesses and no’s you will hear.  Show more merchandise = more times you'll hear NO. And the more times you hear NO, the more times you'll hear YES! 

It is not only a fool-proof formula, but one of the great undeniable laws of the universe. 

The same goes for prospecting calls and following up with prospects who have said ‘no’ or ‘not yet’ in the past. Avoiding ‘no’ is not the answer for achieving what you want.  

Starting today, your strategy will be to hear "No" more often.

It's NOT to avoid hearing “No.” Avoiding ‘no’ is actually a recipe that ensures mediocre success and lackluster results over time. "No" is what ultimately gets you to your destination of YES!

Click here to learn more about how Andrea Waltz's strategies can help you respond positively to rejection and ultimately get more business.

___________________

Your Turn! Add your thoughts about today's post in the comment section of this blog. Go for No

After a successful career in the sales world, writing five books, and speaking internationally, Jill is now tackling an even bigger challenge. She's focused on bringing the "millions in the middle" together to solve some of the biggest issues facing our country and the world. Jill truly believes so much more is possible if we can work together.