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News - ‘Go for No’ Selling

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‘Go for No’ Selling

18th July 2016

To be successful in sales, you need to collect as many NO’s as you can. Why?

Because the more NO’s you get means the more action you’re taking. If you’re taking massive action, chances are good you’ll get a lot of No’s, however, you will also get Yes’s as well!

YES is the destination, NO is how you get there.


Here’s 5 Tips on ‘go for no’ selling:


  1. Work on your ‘no’ awareness

Here’s a question for you: How many total ‘NO’s did you personally gather yesterday? Last week? Last month? Where are you for the year?

Do you know? And if not, why not?

The very act of tracking the number of times you hear the word ‘NO’ creates what we call a strong NO-Awareness. And while ‘yes’ is the destination we all want to get to, ‘NO’ is how we get there!


  1. React equally to ‘yes’ and ‘no’

Have an equal emotional reaction to ‘yes’ and ‘no’.

Most salespeople see ‘yes’ as positive and ‘no’ as negative, which is a big mistake.

And while there’s no denying that there will always be some part of us that will be happier when we hear ‘yes’ (after all, we’re human), top sales performers have learned to avoid the emotional yes/no rollercoaster by being somewhat dispassionate about the outcome of a presentation.


  1. Keep a full pipeline

One of the best ways to minimise the impact of hearing ‘NO’ and the disappointment of a lost opportunity is to keep a full pipeline of prospects.

Having too few prospects in your pipeline makes most salespeople bear down and push, when the best approach in virtually any sales situation is to be relaxed. And having lots of ‘irons in the fire’ makes that possible.


  1. The value of ‘no’?

To value ‘NO’ start calculating its value.

One of the most powerful approaches to learning to enjoy hearing ‘NO’ is to calculate the financial value of each ‘NO’ you obtain.

For example, it took inventor Allen Breed 30 years to get the auto industry to say ‘yes’ to his airbag concept, creating an ‘instant’ profit of $120 million dollars. In reality, Breed didn’t earn $120 million when the auto makers finally said yes – he earned $4 million per year for every year they said NO!


  1. Offer more options

Offer more options to every prospect.

When you offer only one option from which to choose, the only answers you can get are a ‘yes’ or a ‘no’ (“Do you need socks today?”) while offering lots of options (“We’ve got a 3-pack, 6-pack or 12-pack of socks – which would you prefer?”) increases the chances of hearing ‘no’ but it also increases the size of ‘yes’.