I can’t say that Sales Warrior actually likes “no’s”… but he does like a challenge.
When his reps called up to say that in a town of 100,000 “no body is buying”, he gets in the car and meets them and they go 0ut until one member of the “no body clan” buys.
“I’d like to get a ‘no’ in 15 seconds. With my customers, ‘no’ usually means one of two things… they don’t understand it or they can’t afford it. Once I get to ‘no’ I can work from there.”
So while most of us are avoiding ‘no’ like the plague, Sales Warrior is getting to ‘no’ as quickly as possible to find out the real issues at hand.
He wants to make the sale or move on. To do otherwise is wasting time.
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