How to be successful is understanding that every rejection or ‘No’ that you receive is an opportunity to learn from your mistakes, improve your skills and communicate more effectively next time. If you shift your thinking about getting a ‘No’ when you talk to someone about your product, service or business, you’ll soon expect and embrace rejection and use it to experience personal growth that will lead to success. So, let’s continue our journey and discover 5 MORE ways to shift your thinking about getting a ‘No.’ (NOTE: There is more info in the video than the article).
1) End every sale with a ‘NO’ – Most business people stop selling when they get a ‘Yes’ from a customer. However, it’s much more effective to end the sale on a ‘No’ which guarantees you didn’t leave BIG dollars on the table. So, after getting a “Yes,” continue presenting multiple offers to customers that will compliment or enhance the product or service they’ve agreed to until you end your presentation with a ‘No.’
2) Go for bigger NOs! – It doesn’t take any more energy to get a BIG “NO” than it does to get a small ‘No.’ After all, a ‘No’ is a ‘No,’ no matter who it’s coming from or how big your offer is. For example, why not network with a purpose and show up where you know a “Big Fish” is going to be and when the timing is right, present your prospect with your offer to potentially get the “mother lode” of all “Yes’s”. Because as the old saying goes: Easy “Yes’s” produce little successes!
3) When people say ‘NO’, learn to ask, “Why?” – The most common reaction most people have when they hear a ‘No’ is to keep selling or to move on. This is a mistake. The correct action is to get curious! Top producers understand that behind every ‘No’ is the info they need to get to “Yes.” So, if you get a ‘No’, politely ask for some feedback as to why your offer was rejected. Remember. You have to ask the right questions to reveal the right answers to determine if your product, service or business can satisfy a customer need or solve a problem, which will lead to their final answer, “Yes.”
4) Focus on quantity first and quality second – Sometimes your worst approach will end in a “Yes,” if by chance your prospect needs your product or service; while your best, most skillfully delivered presentation to the wrong prospects can leave you empty handed. Therefore, the number of offers you make is significantly more important than how you make them. The most important thing is that you’re out their meeting and talking to as many new people as possible. Remember. The difference between being successful and unsuccessful is how many eyes you get on your information on a daily basis.
5) Stop qualifying and start disqualifying – Looking for qualified prospects is like looking for small nuggets of gold with a magnifying glass in a mountain of dirt, which is ineffective and time consuming, because it will be “blind luck” if you find any gold at all. On the other hand, disqualifying prospects is the process in which you take the entire mountain and then sift all the dirt until all that remains is the gold. So, again, focus on the quantity, not the quality and disqualify the masses until you find your few nuggets of gold.
Dealing with rejection is a necessary part of doing business, no matter how skilled you are; and to keep moving forward after rejection, you must maintain a positive attitude so that the urge to give in to self-doubt doesn’t adversely impact your other presentations on your next call or appointment.
You do this by a shift in mindset; by realizing that your prospect is not saying ‘No’ to you, but saying ‘No’ to your presentation, so don’t take it personally! Instead, take accountability and view a ‘No’ as an opportunity to examine your error in delivery and then learn how to become a more effective communicator next time.
And don’t forget to leave the door open after rejection. If you close a rejection professionally, your prospects will remember you when they become interested in your offer down the road; because a ‘No’ today could mean a “Yes” tomorrow.
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