Salespeople dread one word above all others: “no.” To some, it means they didn’t quite hit the mark with a creative idea, while to others it means they misread the needs of the client, and to still others it means the proposed solution just doesn’t solve the client’s problem. Regardless of what the specific client “no” means, too many salespeople accept that word as the end of the sales transaction and go on to the next prospect.
In business, the word “no” can feel insurmountable. Instead of letting it grind us down, we should look at the word “no” as something empowering rather than defeating. While we all strive for a “yes” when in a sales situation, the word “no” can and should be used as the necessary fuel to create and communicate client value.
Rather than allowing “no” in selling situations to be crippling, remind yourself that the word can be turned into a positive for both you and the client:
No gives you an opportunity to be creative
No reminds you to relax and slow down
No prompts you to speak clearly
No allows you to reinvent yourself
No helps you focus on the needs of the client
No liberates you to color outside the lines
Above all, “no” should make you think – something that is necessary to truly stand apart from the competition.
As a salesperson, you are going to hear the word “no” on a daily basis. Instead of focusing on the obvious negative connotations of the word, embrace it as an opportunity of empowerment that allows you to target the needs of your client and create the value necessary for a “yes.”