You and I, as people who believe – greatly believe – in what we sell, how do we deal with the fact that not everyone who we feel should buy our products or services, will buy. After all, if we truly care about helping them via the exceptional value we provide, should we not take it personally that they don’t want it?
Actually, no, we should not take it personally.
“But, isn’t that heartless and unfeeling?”
Well, let’s look at it a couple of different ways. First, as we’ve discussed previously, people do things for their reasons; not ours. More than that, they will typically do what they want to do as opposed to what they need to do. Even if that decision is counterproductive.
Why is it that way? Well, as Jim Rohn so often said, “I don’t know – it just is.”
And some people are simply the type who will not sit still long enough to become educated as to why taking this action might be…what they want!
Again, refer to above quote from Mr. Rohn.
The question we might ask ourselves is, “Should I still try?”
My answer is “Yes” for two reasons.
#1 Because, that’s what you do. You are in the business of touching people’s lives and that means you will probably talk with a lot more people who say no than say yes. But that doesn’t mean you don’t give them the opportunity to benefit.
#2 Because you desire to make a difference. If you believe it’s the right thing to do, that your product or service can add value to the lives of those who use it, then you owe it both to yourself and – even more importantly – to them to make the effort.
The Sages said, “It is not encumbent upon you to complete the task, but you are not excused from making the effort.” In other words, if something is worth doing, go ahead and try your very best. Whether or not the results are what you want, at least you know you upheld your “part of the bargain.”
In the next post, some words of wisdom from a very wise man that puts this in the proper perspective and equips us to succeed.
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Bob-
“Yes” from one outweighs “No” from a thousand.
It is essential to maximize the importance of those who say “Yes” to one’s work/product, and to minimize the psychological effects felt when you hear “No” to something you know will serve well in the lives of those who are open to it.
It is the old adage again: “You can lead a horse to water, but you cannot make him drink.”
My product makes a positive difference in the lives of those in whose environment it serves (especially children.) I have a tendency to feel very sad when the adults in children’s lives say “No” to a product I know serves the children well. Yet there are countless times I have dealt with those who have the authority to purchase, and have had to accept the fact that, as you say “People do things for their reasons, not ours.” One more point that you make here which I would like to emphasize-In answer to the question “Should I still try?” you say “Yes! #1 Because, that’s what you do.” & “#2 Because you desire to make a difference.”
Inspiring post. Impeccable. Exquisite.
& above all-Useful!
Thank you
Wayne
Wayne, thank you for sharing your wisdom and insights, and for your always very kind words!
Bob,
Thank you, this is a great reminder that even when the results are not as we want, not trying will never give us the results we need.
Thank you, as always you inspire in such a pratical way!
Melissa
Thank YOU, Melissa. Very kind of you!
Succinct and poignant… as always.
And, this not only applies to those needing to “sell” a product or service but absolutely speaks to management. If I may add my own emphasis…
“If you believe it’s the right thing to do, that [you, as a manager,] can add value to the lives of those who [work for you], then you owe it both to yourself and – even more importantly – to [your employees] to make the effort.”
Still fighting the good fight…!
Thank you, Meredith. And, GREAT point by you from the manager or leader’s point of view. Thank you!
Bob,
I’ve read a few things about this topic lately. I think it really comes down to two things. One, is knowing your value – and appropriately communicating it to your prospect/market. Often those who don’t “buy” haven’t been given a good enough reason or don’t fully understand how they will benefit from the product/service. Many people fail at this part of their own sales process.
I think the second issue is mind-set. Many people really do KNOW they will benefit from a product or class etc. but they aren’t ready to take that step. I don’t think it’s my job to try and persuade or convince them.
Thought provoking article! Thanks for making me think!
Thank you, Phyllis. I so appreciate your thoughtful response. And, yes, knowing your value and being able to appropriately communicate it is so very important. Regarding your second point, whether it’s the salesperson’s job to persuade them (definitely not convince)…I think that depends on the context and situation. Sometimes, one of the most important functions a salesperson has is to be able to gently persuade the prospect to take the action that will benefit that prospect the most. For example, the person selling long-term care insurance. This is a product that most people simply don’t want, and will often put it off for as long as they can (which turns into forever). Unfortunately, the time they decide they need to buy it is *after* they already need it. Which, of course, is then too late. The salesperson who was able to persuade them to buy *before* they needed it is the hero. He or she helped save that person from possible ruinous costs. Just a thought, of course. Thank you again for sharing.
Jim Rohn. R.I.P.
Love that guy!
Definitely we always remember it is timing for people.
Just because they are not interested (currently) in the AMAZING product or service we have for them, it doesn’t mean they are not interested.
If these are people we genuinely want to help, then we put them in our list of friends, and get with them again later to see if we can yet be of any assistance. Maybe the timing will then be right.
We have to offer our help though. Yes or no, we have to offer.
Great post.
Hi Jeff. Loved Jim Rohn, as well. Truly of of life’s gems. Thank you for sharing your thoughts and wisdom with us. How true it is!
Bob,
This is liberating on many levels. When we reverse our approach to get as many “No’s” as we do “Yes’s” we take the stress off of one person telling us no. We become better in the process, our posture increases, and before we know it….we are successful.
If we remember we are merely offering something we are confident that will add value to their lives, and they may not recognize it at the time, it should never be taken personally. I was approached a thousand times for EVERYTHING and said “NO!” Until my hunger level increased, my desperation for change intensified, my dream/dread stared me in the face daily & I gained wisdom/insight from correct sources as to what was actually available, I was NEVER moved. We must accept, approve & appreciate where people are. Their looking window may open & we must be willing to be there for them with a clear conscious.
It is what it is. Some will, some won’t, so what? NEXT!!
You rock!
g
Thank you, Geneva. Always appreciate you sharing your points of view and wisdom-filled experiences with us.
Bob,
I love this post! So many times I have been saddened by people who could really use my services and admit they do, but never book a session with me. Your statement: “people do things for their reasons; not ours” struck me. Acknowledging this reality sets me free from wanting something for someone they either don’t want for themselves or are not ready to accept yet. Thanks so much for your wisdom.
Mari
Mari, thank you for your kind comment. It’s something I was fortunate to learn from others. And, in tomorrow’s post, I’ll highlight one of the people whose expression of the thought in the title of this post, really had a major influence on me. Thanks again!!
Bob,
I think the thing that helps me is to remember to Focus on the Process and NOT on the results. The results eventually come. And people can tell you care if you are speaking and presenting with conviction.
Great piece!
Excellent advice, Joe! Thank you for sharing.
So very true Bob… Great piece. I’ll be sharing the link to your blog with more than a few good folks.
Great feedback from the others as well. Such a great community to listen and learn from.
Vince, thank you for your kind words about the article and for sharing it. Much appreciated! And, definitely, i agree about the great feedback, sharing of wisdom, and community we have here. I’m very grateful!