Partner Article

Turn the fear of NO into the power of YES

One of my main focuses at the moment is turning the negative factors in business into tools to create success. Have you ever been repeatedly told no to by a a string of potential customers or clients throughout the course of a day? How has this repeated rejection affected your future attempts to gain more sales? I can answer that for you, its destroyed your confidence. No matter how successful you are a string of repeated no’s and knock backs will affect anybody in any business. So the question is; How do we turn this negativity and rejection into a force to use to our benefit? Well I have came up with a way in which if used correctly can turn the rejection into projection, a projection of personal confidence.

How much more successful is a confident person compared to a non confident person, the comparison leaves a huge gap to the imagination. So that is the key focus with my theory in working practice. All you need to do is be confident and your personality along with body language will scream and develop success. We can use the rejection to do this by creating enjoyment in people saying no.

I tested this theory within my sales team a couple of years ago and the results where amazing. I challenged my team to see who could get the most no’s in a shift, the most rejection and the most closed doors. 2 things happened as a result. 1: Productivity went through the roof. 2: They stopped fearing rejection. My team knew that he current success rate was around 20% and rejection at 80% so for every 10 potential customers they would speak to 8 of them would say no, this was a win win situation because the more people they rang the higher the % of people would say no, so instead of making the usual 50 calls they doubled it and made 100 because they knew they would get 80 no’s.

By creating this fun atmosphere around rejection and making it a challenge to be told no they began to lose the fear of it. Their confidence sky rocketed and they soon found them selves converting over 35% of calls into sales. Why? Because they no longer feared rejection and everything about them screamed confidence. They successfully used what used to be a fear into a power tool to drive them forwards in their business. The confidence not only showed when making phone calls but also in the way they approached face to face customers. You could see customers who before would already have a rejection set in their minds to be drawn in by the enthusiasm and confidence of this newly empowered individual.

I still use this tool today. I go into every meeting and approach every customer no longer fearing rejection. I convince myself that I will get a yes no matter what because I have what they need, they might just not realise it but I am going to show them.

This was posted in Bdaily's Members' News section by GJ Stobart .