In sales, the objective is often to close the deal and get a “yes” from the customer. However, there is a growing movement in sales called “Go for No” that challenges this conventional thinking. The idea is that instead of focusing solely on getting a “yes,” salespeople should aim to hear “no” more often. The reason for this is that hearing “no” can actually be more valuable than hearing “yes.” When a salesperson hears “no,” it provides an opportunity to learn why the customer is not interested and what objections or barriers they may have. This information can then be used to refine the sales pitch and better tailor it to the customer’s needs and preferences. Hearing “no” can help to build resilience and persistence in salespeople. When they are not afraid to hear “no,” they are more likely to take risks and make bold sales pitches. This can lead to more opportunities and ultimately more success in sales. Additionally, the “Go for No” mindset can help to shift the focus away from the outcome (i.e., closing the sale) and onto the process. When salespeople are more focused on the process of selling and building relationships with customers, they are more likely to create long-term, loyal customers who are more likely to refer others.
In conclusion, while the traditional focus in sales has been on getting a “yes” from the customer, the “Go for No” approach challenges this thinking and suggests that hearing “no” can actually be beneficial. By embracing this mindset, salespeople can learn from objections, build resilience, and focus on the process of selling rather than just the outcome.
BoweryJE22