Overcoming the Word No

If your job or business is centred around sales of any kind, it is more than likely that you will hear your fair share of no’s and receive much more rejection than the average person. For people new to sales, handling rejections is often one of the most challenging tasks to perfect. However, with various techniques and a shift in mindset, the dreaded “no” can be a positive learning experience for any Network Marketer. 

Here are some techniques to better equip yourself for rejection in sales, prepare yourself to change that no into a yes, identify the type of no presented to you, and shift your mindset to view any result as a positive one. 

Handling Rejection in Sales

When people think of rejection, what comes to mind? One common answer is salesman. People in sales are tasked with contacting a litany of people with the hopes that just one person will say yes. In most interactions, salespeople are given an indefinite answer or a straight-up no to buying whatever it is they are selling. 

A defining trait that separates the good from the average is the ability to work with the answer no. Without the skills to overcome a no, you will find yourself focusing on the wrong things and sacrificing valuable time and resources that could be used to pursue another lead. A popular phrase in sales attributed to Mark Cuban is, “every no I hear gets me closer to a yes.” 

You never want to push a potential buyer too hard, as it can kill a sale. Instead, it would be best if you took the no as a sign that the potential buyer has considered the offer but is still uncertain. Handling rejection in sales means getting to the bottom of whatever is holding the buyer back from saying yes and capitalizing on it. 

Identify the Type of No

If everyone said yes all of the time, then salespeople, and even this blog post, would not exist. Luckily for both of us, people love saying no. Rejection is something that most people struggle with, but if you can reframe the rejection in a different light, then rejection becomes much easier to decipher and handle. 

The first step to handling rejection without an emotional, knee-jerk reaction is to categorize the type of no being presented to you. In this article we will look at three main types of no: the generic no, the maybe no, and the definite no. 

The generic no is one that can be overcome. For some decision-makers it is easier to say no than to put energy into making a difficult decision for themselves or their company. Oftentimes this no will arise in the early stages of an interaction and is typically accompanied by a generic reason for the rejection. For example, people will often say it is too expensive or they are just not interested. This can be a sign that they don’t have enough information, and you must give them a compelling reason to not only buy what you are selling but also to keep listening. 

The maybe no means the potential buyer is on the cusp of saying yes but is still hesitant because of one or a few root causes. In this case, you should not push too hard to sell the product with the current deal but instead, look to develop a solution that will close the deal.

The definite no is one that will not be changed. Take the rejection in stride, identify ways to learn from the interaction, and remember not to push the potential buyer once it is clear they are not interested. 

Turn a No into a Positive Experience

After a few final attempts, you come to the conclusion that the rejection you have received is definite. The value of a sales interaction is found by using the right mindset regardless of the result of the sale. You should accept the no and look for areas of the interaction to learn and grow from. 

Use no as a chance to further a relationship. Although you are certain a potential buyer is not going to say yes, you should still work to build and maintain relationships because they may change their mind in the future or lead to other potential yes customers. 

Disconnect yourself from the final outcome. During a sales pitch, you are a vessel of information to guide buyers into a purchase. If they are not interested in what you are selling, it does not mean they dislike you personally. It is crucial for people in sales not to take rejection personally, or they will begin to dread their job. 

Understand that success takes time. In most cases, a no is a result of another issue the potential buyer has with the product. In some cases, your lack of ability may be the reason for rejection. Instead of viewing it as a negative outcome, identify ways to improve for the next interaction. Learn and grow from each pitch so that the next one is always better than the last. 

Finally, always carry a positive attitude and mindset. A positive mindset will not only allow you to remain sane but also will allow you to shine through to potential buyers in your interactions. Remain upbeat and positive regardless of the responses you receive, which may be the difference between a yes and a no. A no can be overcome, but a negative mindset cannot.