Learn what being a member does for you
The Seller Styles
Learn the styles and take your free assessment
See a summary of all our programs and certifications
Certified Professional Sales Person(CPSP®)
Develop your potential as a certified sales professional
Certified Professional Sales Leader(CPSL®)
Grow your impact as a certified sales leader
Certified Master Sales Professional (CMSP®)
Join the elite group of sales professionals and leaders
Advanced Sales Influence (ASI)
Take your influence and leadership to the next level.
Sales Success Principles
Learn foundational sales behaviors, strategies, and skills
Power of Contact Marketing
Learn from marketing expert and author Stu Heinecke
Join the top 1% of sales professionals in the world.
Next Level Virtual Coaching
Join our ongoing dynamic virtual coaching community
Explore job postings from some of the best companies in the country looking for sales professionals
Daily Dose of Influence!
Enjoy our video series of influence tips and strategies
Leads To Growth
Dig into our podcast featuring industry leaders and experts
Learn from our high-level sales coaching video series
Women of Sales & Influence – Facebook Live Series
Be inspired by our Facebook Live series spotlighting top women influencers
Women of Sales & Influence – Video Blog
Enjoy valuable, high-level sales strategies to empower your sales goals
The Growth Quotient
You’ve heard about IQ, but what is your GQ?
Our Commitment to You
We are here to help your approach to sales, how you interact with others, and how you perform and execute
NASP Sales Blog
Learn from our member-submitted articles for sales professionals
Write For Us
Share your sales expertise and insights with our community
About Our CEO
Standards of Conduct
Common Questions and Answers
Falling in love with the word “NO” is one of the hardest parts of being in sales–especially if you are a solo entrepreneur and working on your own. To be successful you must make “NO” a friend not a foe. Desensitize yourself to the impact that little word has on you. Every minute you are dwelling in the aftermath of No, your energy is diminished and time is wasted that could be better used on pursuing a YES.
Get over the fear of hearing ‘NO’ and you will feel free! The world will look brighter; you will seek ‘NO’s everywhere you go! Permit yourself to hear ‘NO’ and anticipate a ‘YES’ soon. Every NO brings you closer to a ‘YES’!
When you are falling in love with ‘NO’, you have a sense of excitement and you are attracted to a ‘ NO’ instead of fearing, or avoiding. “NO” becomes an energizer instead being viewed as negative response.
Brain scanning studies show that when you fall in love you are experiencing a motivation or drive. During early stages, you spark activity in the brain regions that are associated with motivation and reward. This awakening of self-manufactured brain activity will help you focus on planning and pursing positive sales results.
Make it a game, enjoy the chase–you must collect the NO’s to find the YES.
A fun twist is to see how many NO’s you can accumulate. Each month count your ‘NO’s’ and try to get 100 people who say NO to selling your product, NO to setting an appointment, and NO to purchasing! Add one more NO if they will not even be willing to have you call them back! Finding a complete string of no’s one after another gets harder than you think.
You will get better and better at dealing with the ‘NO’s’. The more you practice, the tougher it becomes to get those 100 ‘NO’s’. You will soon find more YES’s creeping in. Do not let this distract you toward your primary goal; Collect the NO’s.
There is a normal process most people go through before they accept a new idea, product or service. They will typically reject the suggestion first, especially if it requires making a change. After hearing the concept again, they may experience some degree of acceptance and when they are ready to adopt your offer, the last step is assimilation (See side bar). By understanding this process, it makes sense to explore beyond the NO, with your prospects’ permission, and continue the dialogue respectfully.
The acceptance of an idea applies to selling a new product, or service.
About the author