Together, as business owners and salespeople, we are constantly going for the “yes.” The “yes” that our new found prospect is going to move forward with us and the “yes” that leads us to a bigger paycheck and a stronger business.
But what if the answer is “no”? Many would argue that getting a “no” is the sales equivalent of failure.
However, I disagree. Let me be clear here, a “yes” is great and I want a “yes,” but the power of a “no” presents an opportunity. What if you spent time self-reflecting on the interaction? What worked, and what didn't? Where did the deal start to fall apart? What could you have done differently that would possibly have changed the outcome? What mistakes did you make, and how are you going to improve? Take a look at how many hours professional golfers spend working on their swings and pouring over film, looking for just the smallest adjustments to make their shots more accurate.
The point is it takes time to become an expert in your profession. You are going to make mistakes, you are going to lose deals, but it doesn't have to be a failure. The only time it will be a failure is if you don't learn from it, or grow because of it. In business “no” is inevitable, what you do with that “no” is up to you.
Principle MP Solutions- For 25 years Rob has been driven by the passion he has to grow people and organizations. Rob has worked with hundreds of companies and is a sought-after speaker on sales, sales management, social media, strategy and goal setting. He brings his 18 years of Sandler Training experience to MP Solutions.
