By Andrea Waltz
When you hear the word “NO” what does that NO mean to you? How do you respond to it both internally, in your mind… and externally, in your actions? This is important because it is this and this alone that ultimately spells the difference between long term success or failure for salespeople in virtually every business and industry.
Take away all the reasons that salespeople are not successful more often… poor training, bad products, ineffective marketing or leads… it all plays a part. But rejection and hearing ‘no’ is massive because it affects everyone to a degree. How do we know? Well, for starters we have more people every day telling us it’s so. Salespeople are coming out of the woodwork agreeing that rejection and dealing with ‘no’ is a daunting obstacle to face.
So what’s the answer? It’s counter-intuitive philosophy that teaches salespeople to embrace rejection and to seek out more no’s. We are not suggesting that you simply tolerate failure. That you fight through hearing the word “no.” We are suggesting that you embrace it. Like it! Learn to love it.
Success is, to a large degree, a numbers game. As such, one of the fastest ways to increase your success is to intentionally increase the number of times you hear prospects say “no” to you. Of course, increasing the number of times you hear “no” will eventually increase the number of times you hear “yes”.
Most people, if they actually counted the number of times they hear “no” during a typical day or week (which we recommend they do) would be shocked to see how low the number actually is. Here’s a question for you: How many total “no’s” did you personally obtain yesterday? Last week? Last month? Where are you for the year? Do you know? Well, you should! If you don’t know your number, it’s time for you to start counting every “no” you hear, because the very act of counting your “no’s” will increase your no-awareness and that, in turn, will enhance your no-focus.
Are we saying that you must love “no” or you won’t succeed? It is true that there are many people who never become comfortable with failure and rejection, but are highly successful nonetheless. These people keep “failing forward” in spite of their feelings. Now, if the same person could learn to do more than “tolerate” failure and rejection… and, perhaps, one day even learn to enjoy being rejected and hearing NO, then the journey itself could also be rewarding, not just the destination.
Richard Fenton & Andrea Waltz are the authors of “Go for No!”, a short powerful story written specifically for sales professionals in every industry who must learn to harness the power of no to be successful. They are also the creators of the new personal development video documentary, “Yes is the Destination, No is How You Get There!” To learn more, visit http://www.goforno.com.