Get Past “No” and Improve Your Sales

Most entrepreneurs that I have encountered tend to take a “no” response from prospects as a personal rejection.  One key to increasing your sales and No!serving the people you are truly meant to serve is realizing that “no” is not a personal rejection of you.  Often times, it’s not even a rejection of your services; it’s just the first response that comes to mind when prospects have a concern that needs to be addressed.

Your job is to address your prospects concerns so that they can make an informed decision about whether or not to work with you. Helping your potential clients acknowledge and process their concerns is actually one of the ways you serve them through selling.

Unfortunately, most business owners shut down when they hear no and scurry away with their tails between their legs. Others, relentlessly try to convince their prospects that their product or service is right for them. Neither of these approaches serve your potential clients and they do not serve you either.

In order to find the solution that’s really best for your potential clients (and you), each party must truly be aware of what “no” actually means.  Exploring their true concerns will help you both craft a plan that meets their needs.

The first step in getting past “no” and improving your sales is to uncover your potential client’s real concerns.

Here are the  5 most common “no” definitions:

1) No = I Can’t Afford It.

Your client may be experiencing budget or cashflow constraints, but you’ll never know if you don’t ask them about it.  Offering them a payment plan or a less expensive option might assist them in getting the help they need.  They may also realize that they need to up their budget or save up a bit to get what they really want and need.

2) No = Not Right Now.

You never know what may be going on with someone at any given time.  If right now isn’t a good time, help them explore when would be a good time.  This information is useful to both of you. Once you know when they would ideally like to get started, you can create a plan that works with their time frame.

3) No = I Don’t Have Time.

If you’re offering a service that requires your client to do some of the work, they may have concerns about finding time to do it.  If you know this, you can help your potential client prioritize their time and create a plan to implement.

4) No = I Don’t Want to Make the Decision.

Your main job in selling is to make sure that your prospect has the information they need to make an informed decision.  If they are expressing a need to think about it or to talk it over with someone else, make sure that you have given them the informaton they need.  Be sure to address any concerns that they have right now. Your next step is then to schedule a time to follow-up with them.

5) No = I’m Not Sure This Fits My Needs.

This is a clue that you may have made your offer prematurely.  Take the conversation back to assessing your clients needs and listen to what they are telling you.  Also, be sure to ask them specifically about the parts of your service they like AND what they might change to make it fit their needs better. This is great information to have as you continually strive to package your services in a way that appeals to your clients and meets their needs.

The main thing to realize is that “no” isn’t necessarily a conversation ender.  In fact, it can be used as a very effective conversation driver in the sales process.

I would love to hear you thoughts on getting past no.  Please leave your comments below.




About Tiffany deSilva

Tiffany deSilva is the founder, CEO, and visionary leader of BrightFire Women’s Business Network, LLC.

BrightFire Women’s Business Network is the premiere sales training and coaching resource for service-based women entrepreneurs who want to increase their sales, serve more people, and change more lives.

Feedback & Comments:

  1. Great analysis of no! and a great way to look at things – thanks!

  2. LOVE your list of different meanings of the word NO. You are so right that many people respond with a “no” before really considering… kind of a reflex. Love, Katherine.

  3. Thanks for all of these great breakdowns of why you might get a no. This is really helpful and something to think about.

  4. The reasons for the “no” is so important. We must always ask some clarifying questions to gain a better understanding of what’s behind the “no”. This allows us to deal with any objections and close the sale – or to realize that it wouldn’t be a good fit and move on.

  5. This is a great list of objections – and helps everyone know what to expect when having sales conversations. If we can listen and question well enough, these can most often be overcome.

  6. Tiffany these are great sales tips! Thank you for sharing!

  7. Being from an industry where the foundation is built on rejection, this is helpful to read!

    • Thank you, Jessica! I’m glad it’s helpful. I think the principles are the same in any field, really. Many people take “no” personally instead of exploring it to get desired outcome.

  8. Tiffany,
    Another point to remember when you hear – No!
    It means you are closer to hearing – Yes!

  9. Heidi Alexandra says:

    I am currently working with an IT client and have been discussing with them about how “no” has different meanings – you just explained it super succinctly and smartly – I’ll be sending them a link!

Speak Your Mind