Not all No’s are created equal.
I’ve encountered at least four.
The Clear & Obvious No
You will hear it in their voice, see it in their face, and know it in your gut. Do not continue, do not press your point. Hear them, acknowledge the no and move on.
The Repeated No
Some people abhor confrontation. They won’t come out and shut you down. They will calmly and quietly say “No” – but in their head they’re thinking: “Why is this person still asking me.”
The Polite Non-Yes
Some people abhor confrontation SO much that they won’t say no, but they’ll string you along. This one is a massive time-sink.
The Reflexive No.
This is not really a no. It’s years of social programming being expressed as a momentary, reflexive resistance. We say no to things we ought to do all the time. Your job as a salesperson is to EXPECT the reflexive no and lead them through this moment like a professional.
In a sales setting, I’d err on the side of the Reflexive no.
Expect the word No during a sale.
Don't be afraid of it.
I'll Be Your Protection Against Small Thinking.
Let me help you explode your business in the next 90-days.