What Do You Mean No?

By Tibor Shanto
For such a small word, ‘NO’ seem to cause a lot of havoc. Tidal waves of fear leading salespeople to imagine they will spiral endlessly to failure just at the sound of NO. Amazing how a two letter word leads to so much more than it was meant to when the prospect uttered it.
Don’t Let Your Mind Run
With all deference to the book Let Your Mind Run: A Memoir of Thinking My Way to Victory, our mind runs way off course when triggered by this minuscule word. We ask the questions, be they discovery questions or closing questions, we should be prepared to hear NO, 50% of the time. We should also learn to deal with the answer at hand, not what we imagine.
Let’s look at an example while prospecting, yes by telephone; you get a potential prospect on the line you present your intro, ask your impact question,