One of the biggest stumbling blocks to less experienced salespeople is the dreaded “No!”
When I first became a sales manager, I brought a book in to share with my sales team, and it’s the same one that I will typically bring in to every sales team I work with: Green Eggs and Ham.
You probably recall the book from your childhood, and you may remember that the hero, Sam-I-Am, hears “no!” over a dozen times before he finally gets to “yes!”
I am not the first to suggest that book is a good way to learn about persistence, whatever your age is. And professional selling is not as simple as just wearing a prospect down.
But a “no” is only meaningful in this moment about the offer you currently present your prospect.
It is not a rejection of you personally. It is not a condemnation of your company, or the product, service or treatment you sell.
Most often, a “no” simply means “I don’t see the value yet.” That’s it.
When you get a “no”, go back to the drawing board and figure out where you failed to show the overwhelming value of what you sell, reframe the offer so your prospect can easily see the advantage of owning what you sell.
And never forget that a “no” is just a “no”, and that’s all.
© 2010 YOU ROCK!™ Communications
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