Are you open-minded enough to recognize when your approach isn't working?
Even the smallest failure can teach you what you need to know to have...
What Are Failures Teaching Your Sellers?
January 26, 2016
The story of Christmas is a powerful reminder of the importance of living out loud what you believe. It has also given me strength in conducting bus...
The Power Of Belief In Action
December 26, 2015
We are halfway through the first quarter. Time is flying by. Hitting your goals for the rest of the year hinges on what happens by the end of Febru...
What will your team accomplish?
February 16, 2016
a ‘no’ vote can be positive
November 7, 2016
Early in my radio sales career, I received a large order from a client whose business we had been trying to win for quite awhile. The owners were ecstatic and made a big deal out of it by letting the entire staff know. Needless to say, I was proud of that accomplishment.
However, the very next day, the local newspaper published that a controversial talk show host had been hired at the station. By the time I got to work, the client had called to cancel the order. They were adamant about not associating with that personality. I was crushed.
After experiencing every emotional response you can name, my resolve kicked in. So did the determination to never get caught in that situation again.
A germ of understanding took root. This loss was on me because I never asked them what might cause them to cancel their business. Nor had I asked what we needed to deliver to make them heroes for purchasing with us. Knowing these answers I could have crafted a solution giving them access while guaranteeing they wouldn’t’ be placed in that personality’s show. My bad. Tough lesson learned.
None of us want to hear the word ‘no’, but ‘no’ is only a directional. Hearing ‘no’ is a potential outcome from every interaction with prospects.
Be encouraged, not discouraged, by each ‘no’ you receive. Work to get to a ‘no’ vote sooner rather later. When you do, two things will happen: you will be better positioned to create a pathway to ‘yes’; and, you learn early on in the process if there isn’t a fit. Hearing ‘no’ can actually make you more effective and efficient.