This tip comes directly from my book in progress, from the chapter on sales written together with Mike Brunel (www.talkingmediasales.com).
When someone says ‘no’ you can tell yourself that what they are really saying is that they want to ‘know’ more. What they are really telling you is that you haven’t convinced them yet. Maybe you haven’t covered everything you needed to for them to make a decision. You could find ways at this point to get them to be more specific about why they are saying no. 95% of sales people give up after the first no because it plugs directly into their fear of rejection. But if you are passionate about your product or service and you genuinely believe the prospect will be better off with it, there is no reason to be frightened of the word no. ‘No’ is really spelt ‘know’ and you can leave the door open to another visit or call with more information for the client. And remember, every no takes you closer to a yes.
From the desk of liber8yourbusiness. Business Mentors and experts in small business exit strategies. Based in Wellington, New Zealand.