Often, salespeople get discouraged because people tell them “no.” Well, since being told “no” is a part of selling and is not going to change, we must determine how to live with that fact, yet allow ourselves to keep up a positive attitude and prosper.* One way is to understand that you are responsible only for your activity (presenting your product, service, opportunity, etc.); not the result (whether they buy or don’t buy).
After all, there are many reasons someone might not buy that have nothing to do with you**
The key is to keep loading up the funnel via actively prospecting, obtaining high-quality referrals and presenting to as many people as possible on a consistent, daily basis. The good news is, “The more correct activity, the more results.”
In the first paragraph I said, “You are responsible only for your activity; not the results.” However, please understand that a basic law of life tells us that, assuming you are doing the activity correctly, then “The more activity – the more results.”
So, although you can only control your activity, not the results, by controlling your activity, you can, in fact, control your results. It’s a paradox…but one that works.
Keep filling the funnel via your correct activity, and the number of people you serve, as well as your income, will skyrocket.
—–
*The book and DVD, Go For No by my friends, Richard Fenton and Andrea Waltz is an awesome tool for reframing the word “no” into a positive aspect of your sales process. Totally blew me away! {Note: Like all products I refer and link to, other than my own, I receive absolutely no remuneration for this nor was I asked to post this. It’s simply a terrific tool I believe in completely. I’m sure you knew that, but…} 🙂
** {From 2nd paragraph} this does not free one from the responsibility of being as prepared and knowledgeable as possible so that those who are qualified and ready to buy, will do so.
Enjoy this post? Receive an update when our next post is published by entering your best email address below and clicking Get Updates.
“Go For No” is right there on my list with “Endless Referrals”. I like how you said- “You are responsible only for your activity; not the results.” Thanks.
Bob, I followed your “Go For No” link and wanted to thank you for showing us this totally different angle. Wow! I’ve signed up for the Go For No E-zine. Many thanks for this brilliant post.
Hi Bob,
Excellent advice, as usual! I’d also like to add that people should track their results! As soon as you realize that you are getting one ‘yes’ for every 20 touches, you start looking forward to the no’s…
Derek
Debbi, thank you for your feedback. And, “yes’…I’m a big fan of Richard and Adrea’s Go for “No.” 🙂
Jane, thank you. Very kind of you to say. I believe you’ll really benefit from Richard and Andrea’s information. I know I have!
Derek, thank you. Very true, indeed!