A “No” is not the End of the World

All too often whenever people get denied, it really gets us down.  We get this terrible gut-wrenching feeling and you do not want to get back out there.  As we have learned in class, we have to be able to take the no and grow from it.  It is so important to remember that the no is not a personal attack but instead they just do not need or want what you are selling.  We can also be guilty of making that person feel like no is not a word that they are allowed to say.  You dress all nice, lay all this information on them, and back them into a corner.  They want out but they do not know how to get out, you took that option away.  You do not want this, because the moment they find that out, they are running for the dang hills.  So, what should we do instead?

Let them say, “No.”  Give them the opportunity to say that what you are selling them is just not for them.  We want to remember that the goal of us selling is not sell sell sell but to make sure that the customer is better off after sales situation; sale or no sale.  If you back them into this hypothetical corner and make them feel like they have to buy, you may get that one sale but you do not have a long-term customer.  Instead, we should be honest as we possibly can be with the customer.  Ask the questions and learn, give your input, and if after this you realize that business between the both of you is not mutual, then allow them to back out.  You will not be a fit with every single prospect you run into and that is okay.  It is better to have one long-term customer than 10 short-term or one time customers.