The late Ziz Ziglar was a consummate salesman who loved hearing the word “NO!”. That may sound ridiculous, so bear with me.
Zig knew that when prospecting it took a certain number of no’s for every yes. So in fact every “no” was worth money and moved him closer to an eventual “yes”. Which is a completely different mindset from the norm.
How comfortable are you with the word, “no”? More specifically getting a “no”? Having a request or an idea rejected?
Do you feel disheartened? Feel rejected? Wonder if your offer’s no good?
Or do you celebrate every “no”, knowing it is moving you closer to a sale.
Transcript
The late Ziz Ziglar was a consummate salesman who loved hearing the word “NO!”. That may sound ridiculous, so bear with me.
Zig knew that when prospecting it took a certain number of no’s for every yes. So in fact every “no” was worth money and moved him closer to an eventual “yes”. Which is a completely different mindset from the norm.
My name’s Rashid Kotwal.
How comfortable are you with the word, “no”? More specifically getting a “no”? Having a request or an idea rejected?
Do you feel disheartened? Feel rejected? Wonder if your offer’s no good?
Or do you celebrate every “no”, knowing it is moving you closer to a sale.
Here’s an exercise you can do. Say you’re selling a $2,000 product and you know it takes four meetings with qualified prospects to make one sale. Then each meeting is actually worth $500. And you’re metaphorically banking $500 regardless if they say yes or no.
And go further, if it takes on average 10 prospecting outreaches to get one meeting, each call is worth $50.
So every time you get a “no”, you’ve just made $50.
Puts a different spin on it, doesn’t it?
Sometimes we need just change the way we look at situations. Rather than feeling rejected, celebrate each “no” brings us closer to a “yes”.
So here’s my challenge to you. Try this out. Take a sheet of paper and for every call you make allocate $50. Add these up at the end of the week and see how much you’ve made. You might well be surprised. Even if the money doesn’t immediately show up in your bank account, doing the activity is the first step.
Make the calls. Do the outreach. They can only say “no”.
Remember, sales is about leadership. Our 90 minute rapid sales interventions will help you overcome any fear of rejection and will empower you to lead your prospects to the solution which is best for them.
Give me a hoy at revealedresources.com if want to close more business.
And finally, thank you for liking and sharing this video with your network. I appreciate it.
Till next time, this is Rashid Kotwal.
