Recap:

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Sales is a high rejection game, and hearing “no” often at every step of the*Sales Process*is just part of the field of play.

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Hearing “no” could be the obstacle that convinces us to head back with our tail between our legs.

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OR

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“No” is the obstacle that can motivate us to change our approach and advance Forward.

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Hearing it is an opportunity for a deeper understanding of the merchant’s needs, and what can get the deal done:

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What is driving it?

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What is the true hesitation?

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What is really holding the client back?

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What is needed to convert it to a Yes?

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TOPO conducted a B2B sales research study in 2016 and found these fascinating stats:



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80% of prospects say “no” four times before they say “yes” and buy.

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HOWEVER

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44% of sales reps give up after one “no.”

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22% give up after two “nos.”

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14% give up after three “nos.”

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12% give up after four “nos.”

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What does all of this mean?

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92% of all sales reps give up after four “nos.”

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AND

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8% of sales reps ask for the sale a fifth time.

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SO

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About 8% of sales reps in any sample size are getting about 80% of the sales.

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Is “no” really an obstacle then?

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“The impediment to action advances action.* What stands in the way becomes the way.”

- Marcus Aurelius

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How are you handling “no” to convert into a “yes?”

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-FundingStrategist

https://fundingstrat.com

https://fundingstrat.com/no-is-the-way-part-ii/