The Power of No

In my sales career i've heard no A LOT. Much more than i've heard yes. Each no taught me a lesson:

• No gives you clear next steps - Move on to your next opportunity
• No lets you know what you didn't do that great and how to be better
• No let's you give an accurate forecast and lets you know exactly where your prospect stands
• Every no brings you closer and closer to your next yes

Maybe might be alright - 1% of the time. The rest of the time this is what maybe gives you:

• Maybe drains your time
• Maybe doesn't let you clearly forecast
• Maybe is an excuse because your prospect is trying to be polite
• Maybe is when your discovery had fluff in it that made the customer go "why is he asking this"
• Maybe's don't get you to your number.

The next time you get a maybe - maybe next time find out why its not a no?

Cheers,

Ari