What is the second most wonderful word in sales? “No”! Every no leaves you one step closer to a “yes”! If your rate is to close 1 out of 5 prospects, four “no”s mean your next prospect is a sale (statistically speaking)! Imagine a baseball field. First, second, and third base represent prospects saying “no”. Home plate is a “yes”! As you round third on your inside-the-park sales homerun, you are excited to be a few feet from a sale – home plate! The other bases, where the prospects said “no”, were part of the game you had to play. Don’t get depressed that you have to run the bases as the ball you hit goes to the fence. Run those bases! Get those “no”s! Embrace the “no” because you soon will be scoring a run!
Embrace the No
October 22, 2015 by
