Monday, June 09, 2008

About those No's

I wanted to share one other insight from Rory Sheehan, a trainer and sales coach who spoke at last week’s Innovation Forum presented by Enterprise Toronto. (Also see previous post.)

Sheehan had some good advice on dealing with prospects who say “No.”

“A lot of people are going to say ‘No’ to you,” says Sheehan. “Usually, it’s just a knee-jerk reaction; they're saying ‘No’ out of force of habit.”

Never take the “no’s” personally. "It’s not about you or your product,” says Sheehan. These auto-responders don't understand your proposition, and haven't given it much (if any) thought.

It’s just like when you go into a store and a clerk asks if they can help you. You probably say “No, thank you, just looking,” even if you're intending to buy something. It’s a conditioned reflex.

You can't let the “No’s” discourage you, says Sheehan, who reminded his audience of aspiring innovators that when Ross Perot was founding EDS, he endured 87 No’s before he got his first Yes.

It’s all about persistence - and confidence, Sheehan says. No matter how great you think you are (or your product is), “you have to be prepared to get a whole bunch of No’s before you get a Yes.”

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