Many of those who sell would tell you they hate hearing the word "no." Granted, when we're selling we want to hear the word "yes" - but a "no" is okay. What isn't acceptable is a "maybe," a "think it over," a "call me next week," or a "you look good... but not now." These may appear as a glimmer of hope but they are just a polite "no." When you have done a lot of work for a prospect, even if the prospect really doesn't want to buy, the prospect feels guilty saying "no" and thinks they are being courteous by leaving you with a glimmer of hope.

Get prospects to tell you "no" and you'll eliminate wasting time with those who weren't going to buy anyway. This is even more critical in our lousy economy, and the weaker marketplace that many are experiencing - so let me repeat it! Get prospects to tell you "no" and you'll eliminate wasting time with those who weren't going to buy anyway. Most everyone that sells can agree with this on some intellectual level. However, for most people, when they’re in front of a prospect and it’s decision time, they become emotionally involved… and too often something between a “yes” and a “no” is accepted.

Getting a "NO" is a success! Get your "no" early and then spend your valuable time working with prospects that will say "yes."