There is a very short word, just two letters yet for some (often salespeople) this two-letter word scares the be jeepers out of them. Two letters N + O = “NO”

A salesperson that takes ownership and responsibility for their results is not afraid to ask for the sale.

However, some people (people better known as victims) fear the word NO and this fear leads to them doing everything in their power to avoid hearing it. To a victim ‘NO’ means total rejection, they don’t hear ‘no’ they hear ‘NO, NO, NO you are not worthy!’

Yet the owner salesperson realises that NO is simply the other side of YES and they both live together. They realise that it is the god given right of everybody to be able to say YES or NO, and they honour the right of the individual to make their choice.

So when an owner hears ‘NO’ they don’t think something is up with them, they don’t get into having a pity party, they just pick themselves up, dust themselves down and move onto the next opportunity to make a sale.

Victims will do whatever they can to avoid hearing ‘NO’ because they have interpreted the word to mean total personal rejection. So its little wonder they will become really creative in manufacturing ways in which to avoid it at all costs. The main problem with this strategy is that by avoiding ‘NO’ at all costs they also avoid ‘YES’ because the two go together.

The main reason most people don’t get what they want in life is because they are afraid to ask for it, afraid of the rejection.

In the diagram above  you can see that the inner circle ‘YES’ lives within the big circle of ‘NO’. Therefore, if we want to get to ‘YES’ we MUST be willing to go through the land of ‘NO’

In other words, if you want to have sales success you must be willing to experience failure.

Just one further point here, if you’re a sales superstar and have a 100% conversion rate it might time to take a look at your prices and put them up. Are people saying ‘YES’ because they can’t believe their luck that they are getting your product or service so cheap.

You should be getting some kickback!