The fear of failure and rejection has crippled many, failure been the boogeyman many run from. However, salespeople are to embrace the answer “no” because this could lead to desensitization to the hurt. The answer “no” could also lead to “yes”, when presented with less favorable outcome simply following with a why could lead to other opportunities. For example, if I asked a friend if I could get store a coat in his closet, his response could be “no” but following up with a “why would that be problem?”. This could be because he has no space in his closet and he could refer you to someone else who has the space.
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