The Pre-Need Seller and the word NO

I received an email from a seller of pre-arrangements who had a bad day.

He admitted that his email would probably be ranting in nature and his frustration was at a boiling point.

What was he so upset about?

He had just received his tenth NO today and he had it.

He was ready to give up and chuck it all for greener pastures.

No seems to be the hardest word for us to take as sales people.  Many times we expect to hear the no even when we are pleasantly surprised to hear the yes instead.

First, let me give you a couple of comforting words to live by.

When you get a no it is nothing personal.

Your prospect isn’t mad at you or even upset with you or even directing the no at you.

Your prospect says no for many reasons.

But, your prospect is never ever saying no to you personally.

In fact, it’s nothing personal.

Your prospect says no for many reasons including having a bad day like my friend who emailed me his “no” story.

Often I tell pre-need sellers to develop a thick skin to deal with those no(s).

But maybe a better approach would be to develop a different mindset.  Your new mindset would be to think of no as a positive, honest, answer from your Prospect.

Think about it for a moment.

If your prospect is honest enough to tell you no why is this a bad thing?

I’d much rather clear my lead box of prospects who aren’t interested and tell me no than those prospects who can’t say no. 

It helps a bunch to keep your lead box clear of clutter.  Allowing leads who aren’t interested to stay in your box clutters it and wastes money and time and efficiency.

For some prospects it is difficult to say no and they are doing you no favors by hem hawing around.

There really isn’t anything bad about a no.

The no response allows you to move on to the next prospect, the next presentation, the next sale.

From now on think of the no you get as a good thing.  Think of the no as a way for you to clear some clutter out of your lead box and move on.

Happy Selling!

David…

P.S.  The more leads you have in your lead box the less it bothers you to get a no.  I’d also suggest that you really should streamline your box of leads.  Keep your lead box clutter free.

Check out the catalog page for strategies and training to equip you sell more in the next six months than the last 12.

http://howtosellpreneed.com/catalog

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