What’s that Smell?

Sales people have a saying: “Every no gets you closer to a yes.” Sales managers use this saying to help keep their salespeople motivated. This saying and the idea behind it are absolute BS.

Sure, even a blind squirrel finds a nut sometimes, but if you have to get 90, 80, or even 20 nos before you get a yes, you have a major problem. What’s that smell? It’s your selling, and it stinks. Selling is not a numbers game. It’s not a game at all. Your prospects are people, not numbers.

In a sales presentation getting a no indicates:

• You were not listening closely to what the prospect wants, without an agenda and without a filter.
• You didn’t provide enough value and/or clarity in the conversation for them to say yes.
• You are selling from a place of “What’s in it for me?” versus “What’s in it for them?,” even if you think you aren’t.

The fact is, if you are selling really, really well, you should almost never get a no. Why? Because as the salesperson, you should know before the prospect does if the product or service is a great fit for them. If it’s not a great fit, why would you even ask for the business or close the sale? If the fit isn’t clear and you close a sale, the no you get it is exactly what you earned.

Want to stop taking no for an answer and get more yeses? Enroll in Reality Selling. You’ll learn how to get more yeses easier and faster than you ever thought possible.