Episode 43 – Make Yourself Marketable
Monday Motivational Minute – Episode 43
Make Yourself Marketable
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Episode 42 – Allow Your People to Make Decisions
Monday Motivational Minute – Episode 42
Allow Your People to Make Decisions
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Episode 41 – The Art of Small Talk
Monday Motivational Minute – Episode 41
The Art of Small Talk
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Episode 40 – Finding Good Salespeople
Monday Motivational Minute – Episode 40
Finding Good Salespeople
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Episode 39 – Going Into Business For Yourself
Monday Motivational Minute – Episode 39
Going Into Business For Yourself
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No Today is Only No Today
Salespeople literally let the word “No” paralyze them. They live in dreaded fear of someone saying “No.” This tiny two letter word is what keeps most salespeople from ever becoming successful.
Not only does the fear of hearing “No” stop far too many salespeople from prospecting for new business or closing sales, it also stops them from going back to those people who have said “No” in the past. They’re so scared the prospect is going to remember them and get mad at them for being a pest. So instead of going back, they do nothing. But that is not the reality of the situation.
First of all, “No” today only means “No” today. It does not mean “No” tomorrow, the next day, week, month or year. How do you know you didn’t catch that person on a bad day? Maybe he just lost his best customer. Or, you walked in right after the boss chewed him out. It could be there’s a problem at home. All we know is: we know nothing.
Second, I know we all want to believe we’re the most memorable people in the world, but believe me, we’re not. THEY’RE NOT GOING TO REMEMBER THEY EVER SPOKE TO YOU!!!
Your prospects have many better things to do than remember every salesperson who has solicited them. They don’t have a Rogue’s Gallery of pictures on their wall with a caption that states, “Beware of these salespeople. We’ve already said “No” to them.”
Personally, I think most salespeople are happy when a prospect says “No” to them; it’s almost as if they’re “Off the hook.” In other words, “Whew, don’t have to call that guy again.”
But let’s be honest. I’ll bet every one of you reading this has or has had a client who originally said “No.” So what’s stopping you? Get back on the phone and call all those people who said “No.” You know why: Because you never “KNOW.”
