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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.
There are 6 steps of accepting a new idea. Make sure you give your prospects the opportunity to get through the 6 steps. Be politely persistent.
The acceptance of an idea applies to selling a new product, or service.
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