Self-Created "Nos" in Sales

Salespeople often claim that they got a "no" from a prospect. But more often than not, they got a "no" from their negative self-talk.

A self-created no is often spawned from a need for approval and sounds like, "If I had not returned a salesperson's phone call or made an effort to respond to someone after three or four attempts, it would be my signal that I am not interested. But, unfortunately, that's the signal I am getting from my prospect, so I'll not call anymore, and besides, this is beginning to feel like rejection, and I want approval more than I do a sale."

Do you see this vicious cycle?

A prospect's failure to respond to the salesperson's efforts means that the salesperson has not run the necessary route yet, the strategy and tactics are not correct, and they need to keep trying.

It is the secret of the best salespeople in the world when it comes to not allowing ego and pride to create a high need for approval: they treat every phone call, every single contact, and every single touch, regardless of how many came before, as if it is the very first one.