Getting Your Way: No Leads to Yes
“Expose yourself to ‘no’ and ‘not now’ to get to ‘yes’.”
Little Green Book of Getting Your Way by Jeffrey Gitomer, page 140
It sounds counter-productive and even a tad negative, but the truth is that if you fail more you will become more successful.
When I am asked why people think they are not more successful I immediately offer the explanation that they are not being told “no” enough. History tells us that there are a lot more people who are not ready to invest in your services than there are people ready to open their wallets.
The problem is that you do not know who is who and who is ready to buy until you ask them. Why so many so-called sales professionals find it difficult (if not impossible) to ask for the business is beyond my immediate comprehension. I suppose the reason is that they fear being rejected, which borders on meritless flattery.
People are not rejecting you. The truth is that most people don’t give a hoot about you. They are responding to reasons of their own and these reasons have little or nothing to do with you.
Get over it. Get beyond it. The sooner you can handle the truth that many no’s lead to profitable yeses, the sooner you will be filling out larger deposit slips at your local bank.
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