If you want to succeed in sales, you have to embrace rejection. Check out how we landed six clients last week by getting 22 no’s!
Sales can be scary. Many people are afraid to even attempt to make a sale because they think that the prospect will reject them.
People don’t want to hear “no”. Hearing that dreaded word kills their confidence, so they stop trying. And one bad experience can lead to people avoiding sales altogether.
But this avoidance only prevents their business from growing.
What if we told you that there’s another approach? And that this approach can get you results?
Don’t be afraid to hear “no”. Because with every no, you’re actually getting nearer to landing a new client.
It sounds crazy at first, but it’s true!
Sales is a numbers game. You have to knock on many doors until someone opens. There’s nothing wrong with getting a refusal.
This kind of mindset shift did wonders for our business.
We teach marketing for accounting firms. But just like any other business, we have to reach out and find new clients. Our business started to grow when we changed the way we perceive negative answers.
In our case, we don’t only count the number of yes’ that we get from our prospects. We’re even more excited about the numbers of no’s.
For example, last week we got 22 no’s but that only enabled us to get six new clients. If we didn’t get these 22 no’s, we’d never have gotten so many clients. And if we’d stopped after the first failed attempt, we wouldn’t have had any at all.
That’s why each month and week, we set a goal for ourselves on how many no’s to get over a period. Because with every new refusal, we’re more excited as it means we’re one step closer to our target.
This was the biggest mind shift we’ve ever had.
It completely changed our business and approach to sales. And it can do the same thing for you.
In this article, you’ll find out how to get into the same mindset and transform your results.
NO = Next One
As we mentioned, sales is all about numbers. That’s why some people count the number of people who accept their offer. But that’s not the right way to go about it.
We want to reverse that.
Instead, you should reach out to as many people as possible. But not just any people. This means your first job is to identify who your ideal clients are and how you can help them. Once you’re clear on that, you can let the conversations begin.
Here’s the thing about sales being a numbers game.
It’s really about the number of conversations that you have, in combination with the number of people who say no. And it’s not just the number of people who buy your service, or the number of people who accept your offer. It’s also about the number of those who reject your offer.
That’s because with every no, you’re one step closer to making that sale. You’re getting closer to the ideal client who will say “yes”.
How do you think you can increase your chances if you don’t reach out to people?
There are so many opportunities out there and there are so many ideal clients. But we still have to reach out of them.
And don’t think that it’s enough to reach out only once or twice. It’s something you should do regularly. The more you do it, the more resilient you become. Someone may refuse your offer. But so what?
One of the biggest mistakes is to think of a sales call as your last opportunity. Don’t pressure yourself. You don’t have to make that sale. If you do it, great, but if you don’t, even better.
The point is to be clear on whether the client wants to work with you or not. Get that yes or no and keep going because that’s the only way to move on. When we hear “no” it automatically transforms to “Next One”. It’s an empowering approach.
So, do you count your no’s?
If you’re still afraid of rejection, we’ve got a challenge for you:
Over the next week, start conversations and try to get 10 no’s. Don’t look for positive answers, nor should you hope for them. Stay neutral.
Try it and see what happens. This is something everyone who’s afraid of sales should practise as it will help you get rid of that irrational fear of sales.
Remember, the number of yes’ that you’ll get goes up with the number of no’s. That’s how it works.
Four Tips for Developing the Right Sales Mindset
Making a sale starts with having the right mindset. Here are some tips that can help you make a mindset shift when it comes to selling.
Help Instead of Sell
Instead of trying to sell, ask yourself:
How can I help this client?
Before we can help our clients, we need to make sure we understand their problems. And as important, we need to make sure that our product or service can really help them solve their problems.
Once we have something that we know they need, it’s no longer about convincing them to buy. It’s about helping them solve their problems by giving useful tips and answering their questions.
Empathy is the key here. Do it right and the sale will happen naturally.
Work on Your Attitude
Who wants to have a sales conversation with a salesperson who’s tired and impatient?
Everything starts with the right attitude. Specifically, you need to approach your prospects with a positive attitude.
Sales conversations are like any other conversations. People like to communicate with those that lift them up and make them feel better than they felt before the call.
Even though you may have a lot of worries and problems, you shouldn’t let your prospect sense it. That attitude drives people away. Not that you should fake anything, but you should just try to see something positive in every challenge and act accordingly.
But there’s more to having the right attitude, and that’s to become resilient.
Resiliency means that you bounce back after a failure. If someone refuses your offer, it’s not the end of the world. You accept it and move on. That’s the attitude that winners have.
Don’t forget to do your homework before meeting a new prospect!
The best salespeople aren’t those who are great at convincing and manipulating. Instead, they know everything about the product they’re selling and the person they want to sell it to.
So before you show up at a meeting, make sure you know everything about the company or the person you’re meeting. That’s so your offer won’t sound generic as you can customise it to give them what they need.
If you want to take it one step further, you could even analyse the client’s competition. You can then offer some free tips on how they can improve the company.
Listen More Than You Speak
We’ve all come across salespeople who can’t stop talking about their offer. They aren’t paying attention to how their prospects react.
How do we feel about them?
Most people don’t like them. They don’t seem authentic.
One of the most important conversation skills is being a good listener. Your prospects will appreciate it because all people love it when they find someone who listens. It makes them feel special.
Listening is also the best way to learn more about your prospects and their companies. It’s the best way to gather data and insights.
You can take this one step further by asking the right questions. Try it in your next sales call and the results will amaze you.
Change Your Attitude and Your Results Will Change
Many people struggle with sales conversations, but the truth is that everyone can become a great salesperson.
It all starts with having the right attitude.
Stop being afraid of refusal. Because, as we said, with every no you’re just getting closer to the ideal client who will say “yes”. You’ll be glad that you didn’t give up after all those no’s.
Remember that your sales skills won’t improve if you don’t practise. Set a goal for yourself. Write down the number of sales conversations you need to make this week.
For now, don’t focus on the results or chase after positive answers. Instead, you should change your mindset.
You should look forward to no’s as much as you’d look forward to yes’.
P.S. When you are ready to have more TIME, increase your PROFITS and catapult your IMPACT here is how you can get help and increase your superpowers:
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