Embrace Rejection to Win!
David Forder
Sentia integrates a private AI into all major CRMs like Salesforce.com. It operates as an AI-powered 'smart layer', your ultimate 'Assistant+', automating data entry, emails, prioritizing leads & providing insights.
With the world awash with everything AI at the moment, I wanted to share some insights for the sales professionals out there that have to do battle every day and win deals the hard way.
A little old school knowledge!
In the world of sales, rejection is often seen as a roadblock.
Most everyone who has tried a sales role received there first few 'No' responses and many quit there and then!
Let's explore how the power of a "No" can transform your approach and lead to more 'yes' responses in the long run.
Go For No!
Many years ago I read my first sales book by Og Mandino. Since Og's time, the concept of aiming for No's has been republished in sales books a few times by various authors - It is still an enormously valuable secret to success in a sales career.
The Secret : If you reframe sales outreach of any kind as being an attempt to obtain 'x' number of 'No' responses and you know that after an average of 'x' No's you will inevitably get a 'Yes' then each and every 'No' becomes a win. A win on the way to a sale.
Wins will keep you getting up in the morning and striving. Wins are good. No's can then be reframed to be a win!
An example : (Apologies to the Girl Scout Cookie sellers out there - not sure if you still knock doors but let me use you as an example).
If I am selling Girl Scout cookies and I know that on average for every 5 doors I knock on I will eventually get a sale, every No that I receive at a door is one closer to my next sale. Thanks for not buying! The sale is one step closer!
This "Go for No" philosophy encourages sales professionals to actively seek out rejection. Imagine the relief now when you get another No.
This counterintuitive approach has several benefits:
1. Reducing prospect stress: By being open to a "no," sales reps create a more relaxed and open conversation.
2. Faster lead qualification: Pushing for a clear "no" early in the process helps filter out uninterested prospects, saving time and energy.
3. Increased resilience: Regular exposure to rejection builds mental toughness and adaptability.
Remember Though
Analyze Rejections: Conduct a "failure autopsy" to understand objections and refine your approach. Be self critical. You can always still improve your No to Yes Ratio!
Track Your Rejection Ratio: Clearly knowing how many "nos" it takes to get a "yes" can help optimize your sales funnel and motivation.
Celebrate Attempts: Recognize that each rejection represents effort and progress towards your goals.
The Power of No-Oriented Questions
Incorporating no-oriented questions into your sales approach can be highly effective too.
These types of questions:
- Elicit more information from prospects
- Create a sense of safety in the conversation
- Build rapport and trust
Invite a No to get to Yes quicker.
Examples of no-oriented questions include:
-"Would you be opposed to exploring this further next week?"
"Is there any reason you wouldn't consider our solution?"
Remember, rejection in sales is not a dead end—it's a signal that you are on the way to a yes.
Each "no" brings you one step closer to your next Sale!
And enjoy what is the toughest profession in the world and one that AI is certainly going to struggle to replace for quite a while!
#SalesSuccess #EmbracingRejection #GrowthMindset #SalesStrategy #ResilientSelling
Great insights, David! The “Go for No” strategy not only reshapes our understanding of rejection but also fortifies the mental resilience necessary in sales. Viewing each “No” as a step closer to a “Yes” shifts the psychological impact from defeat to progress. Your point about no-oriented questions is particularly clever. It’s a strategic way to keep the conversation moving forward while respecting the prospect’s autonomy, which can lead to more genuine and productive discussions. In an era where AI might automate many tasks, the human ability to handle rejection with grace and use it as a stepping stone remains a uniquely human skill. This approach not only helps in personal growth but also in building authentic relationships in business. Thanks for reminding us that in the sales world, resilience is as crucial as persistence. #SalesMindset #RejectionIsProgress #HumanTouchInSales