Monday Morning Match is a quick post – maybe a quote, inspirational story or idea – intended to spark some motivation inside each of you so your week gets off to a fantastic start on Monday morning.
Today (October 26th) is my son Ryan’s 14th birthday. He’s not a salesman, he’s just a middle school kid who is good at getting what he wants. Like most people his age, he doesn’t get distracted when people tell him “no.” He understands that if he stays focused on what he wants, the “no” he heard the first time really means “not yet.”
“Dad, will you take me to Golf Galaxy to look around?” After hearing “no” from me, he asked his Mom a few hours later. Guess where he is as I type this post? Yep, Golf Galaxy testing out some new drivers.
Whenever we decide where to eat out for dinner, Ryan suggests his favorite restaurant Buffalo Wild Wings, so he can get chicken wings. We all say “no” yet, because the remaining three people in the house rarely agree on a spot to dine, we end up at B-Dubs while Ryan just smiles confidently and enjoys his dinner.
Don’t get me wrong. Ryan isn’t disrespectful in any way and he doesn’t hear “no” from one parent and ask the other hoping for a different answer. He’s just a good salesman who knows that hearing the word “no” doesn’t mean you stop selling.
When obstacles arise, you change your direction to reach your goal;
you do not change your decision to get there.
– Zig Ziglar
As a sales person, what can you learn from Ryan’s “don’t take no for an answer” attitude? Let’s look at some keys to overcoming rejection.
- It’s never the objection or rejection, but how you react to it. If you see them as part of the process rather than the end of the world, your reaction will be more positive.
- “No” isn’t always final. Sometimes all it takes to get a “yes” is more information.
- “No” sometimes means “tell me more.” Sometimes people default to “no” as a safety response so they don’t get involved with something that doesn’t make sense to them. After enough levels of rejection, if they are still in the conversation or considering the product, service or opportunity, they realize it is something they should be getting, buying or doing.
- Persistence pays.
- Always focus on “what’s in it for them” when battling a rejection. Ryan’s always quick to suggest I could look at a new putter for myself when we go to Golf Galaxy.
- Hearing “no” will never hurt you. It’s just a word so don’t give the rejection any more power that it has. Remember what your parents told you about “sticks and stones…”
One victory leads to more battles and future victories. Each time you overcome an objection, it gives you more confidence to ask for the sale the next time. If you stop when you don’t get what you want, it could cause a downward spiral in your success because you start hearing the “no” as the customer’s final answer. Sure, it might be that customer’s final answer but it’s not every customer’s final answer.
The next time you hear “no” just think to yourself “no problem.” Then get back to building relationships, solving problems and having fun…and waiting for the next “yes” to come your way.