The readiness to hear a no and a willingness to accept a yes

July 15, 1:34 AMLA Presentation and Communications Skills ExaminerFrank Adamo

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Be ready to hear a no and
be willing to accept a yes.

Actually, this is something like I heard in network marketing several years ago.  A presenter said that out of ten prospects, nine will say no and one will say yes.  The speaker continued to say that we should smile and thank each prospect that says no because it's one step closer to the yes.

I believe most sales persons understand this concept, but if you are new to sales or you are starting out in a business of your own, you might feel rejected when your prospect says no, but don't.  Simply say "Thank you very much" and then move on.  Don't waste your time trying to make someone to say yes when he/she has said no.

However, evaluate why the person said no, determine if there is anything you could have done differently, learn from the experience, and then move on to the next person while adapting what you learned from your evaluation.

Oh, yes.  Don't call a no a failure on your part.

It always amazes me when someone tells the story of Thomas Edison and he/she says that "Thomas Edison failed 5,000 times before inventing the light bulb."  Thomas Edison NEVER, EVER FAILED. He always learned from his trials and errors, and then moved on to his next experiement.  The only way Thomas Edision would have failed was to stop trying, but he persevered until he accomplished his task.  The same goes for you.  You will never be a failure—unless you stop before you find that yes.  Keep seeking the yes.  If you believe, it will come.