Many sales people give up on their dreams because they worry about and try to avoid that feeling of rejection that comes when a prospect says “No”. It’s a natural concern. No one really wants to feel like a reject in life. However, it is a word that successful sales people must navigate past if they are to close deals, especially big ones.
When you hear “No”, it’s important to discern the story behind the “No”.
Use whatever metaphors or analogies you like, The Whale Hunters Process teaches discipline. It’s easy to say and not so easy to do. How often have you been distracted with a shiny-object-sales-opportunity? Teams or individuals in sales need discipline to be successful. The courage to say “no,” be strategic, and commit to excellence through practice. That dis-uh-plin is what divides hope from the real deal.
Are sales professionals trying to sell out of fear instead of quality? It seems they sell to “stay alive” just because they want to keep their jobs. More than ever, this is when we need to be sure everyone is on the boat! Sales team members can’t be expected to sell alone. If we expect sales professionals to land bigger deals, then we need to send them out with the tools to be successful, and the most powerful one, is a full boat!