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“No. We won’t buy from you.“ What do you feel when you’re in a sales conversation and hear that? That it’s a No against you? That you didn’t convince them enough? That you weren’t good enough to close the deal? That your offer is sub-par? That you… . . . It’s hard hearing a No. Until you seek for it. Hearing a No felt like something against me. That if I didn’t get a Yes, then I wouldn’t be as good as I could have thought I was. Or that I lacked the competence. It felt personal. Then the flip happened. “No” is the second best answer you want (the first one is “Hell, yeah! Let’s close this deal!”). It helps you discern where to focus your efforts. It helps you help them go for something that works for them. It helps you be more confident. It helps you be seen as the expert. It helps you. |