Sales starts with no

Everyone thinks sales starts when a customer says “yes.”

But that is not true.

Sales starts with "no." It starts with "I don't know you," "I don't need it right now," or "We're already working with someone else."

That's where sales really begins.

Because if someone immediately says "yes," no sales are needed. It's simply a matter of accepting an order.

But what if someone says "no?" Then you have to show them why your idea is relevant, why they should know you, why now is the right time.

Too many salespeople and consultants give up at the first "no." They think, "This client isn't interested," or "I'll quickly find that client who says yes right away."

But where does that “no” come from?

Here is some more background:

Do your customers see their challenge? And if so, can they articulate it? If they can? Why would they really want to change? Because that creates hassle.

And if they do take action? What solutions are available? Which ones do you choose? And who can they trust? Who is truly willing to understand their issues and translate them into appropriate value?

In short, "no" has more to do with not "knowing" than not "wanting." The rejection isn't personal; it's simply a request to you: "Help me understand my challenge and translate it into a suitable solution!"

"Dealing with no" is therefore a requirement for anyone who offers anything of value to their clients. From the initial contact to the signing of the contract, you must be prepared to receive a "no" and translate it into the next step.

So the next time you hear a “no”?

Smile! This isn't a rejection. It's the beginning of a good conversation.