Closing sometimes means getting a No

“Have to be in it to win it” is the refrain of the ineffective salesperson. These people will waste time hoping against hope that they win. they will stay in a deal with a 1% chance of winning if they have that mentality. Elite salespeople know that getting a no is the second-best thing that can happen to them. Elite salespeople can recognize when they have little chance to win and they exit the deal when that becomes clear. This gives them plenty of time to uncover deals they have a high probability of winning. The effective salesperson knows that the less time they spend with deals they are not going to win the more time they have to find deals they will win.

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