"No doesn't always mean 'No'...You can't be afraid to go after jobs or dreams because someone turned you down or told you no." -Shanti Das, CEO, Press Reset Entertainment (clients: Usher, TLC, Toni Braxton, Outkast)
When Shanti Das was rising up the corporate ladder, she received more than a few "No’s." But quickly learned what MOST highly successful people in our society have come to know: a "No" doesn’t mean you should quit. Here are 4 ways you can transform a "No" into a "Yes" from business writer Steve Strauss. And the great thing is, these tips can be applied to both business and life:
-->DEAL WITH OBJECTIONS: According to Zig Ziglar, most people say no because they either: have no money, no need, no hurry, no desire and no trust (in you) to buy your services/products.
FIX: Deal with objections before they arise by brainstorming solutions ahead of time.
-->NO DOESN’T ALWAYS MEAN NO: Sometimes people say "No" because it’s easier than saying, "I'm not sure" or "I don't know" or "I'm not ready at this moment to give you an answer." I’ll give you an example. Recently, I was on the phone with a potential business partner and she told me she didn’t have a need for the initial service I was offering. Then I asked her, "Is there anything else you need?" She then went on to explain to me her other needs and I told her about another program I had which could meet that need, and we worked out a deal for me to offer that service instead.
FIX: Ascertain if the person you’re speaking to really means "No" by asking, "Is there anything else you need?"
-->PERFECT 10: This powerful technique comes from Jack Canfield. After he finishes his pitch, he often ask the person, "Would you rate my presentation as a "10?" If not, "What would make it a 10 for you?"
FIX: Asking this one powerful question will enable you to address any of your prospects concerns. Once their concerns are addressed, they are more likely to give you a "Yes."
-->CHECK YOURSELF: If you keep hearing "No" a lot, it may be because your approach is wrong. Perhaps what you’re offering is wrong for your target audience. Or perhaps there’s a problem with your actual sales technique. Or maybe the price is too high or the call to action is not compelling enough to make them want to take action.
FIX: This problem can be easily fixed by doing a survey with your target audience, or by simply asking your prospect why they said "No." In addition, you may want to get a mentor or coach to give you feedback.