The Word “No” May Not Be Bad For Business

 

“No” is a powerful word, especially when it’s coming from a prospect’s mouth. As a salesperson, you may say or do anything in your power to prevent from hearing that word, and when you do hear it, it can send you over the edge. But did you ever consider that “no” from a prospect could be a good thing? Sales Gravy blogger Liz Wendling explores the positive side of hearing no, and one point she makes is that by getting a “no” response prevents the prospect from stringing you along, wasting time and resources. She writes,

“It is possible if you stop letting the word “NO” derail your life, business and success. How is this possible? Ask yourself…

1. How many potential clients in your sales opportunity pipeline say things like “Let me think about it” and “Call me back in a couple of weeks to check in?”

2. Do you really think these potential clients are SERIOUS?

If you do, you are kidding yourself!”

Many in sales may not have ever considered this perspective, and Wendling adds that by appreciating the honesty of a prospect who declines your business, you are able to continue forward in finding prospects who will want your product or service.

What do you think? Do you agree with Wendling that hearing no isn’t always a bad thing, or does the word immediately incite panic?