KEEP UP TO DATE WITH ALL THE IMPORTANT COVID-19 INFORMATIONCOVID-19 RESOURCE PORTAL

FANews
FANews

It is so much better to get a "Yes" – part 1

18 February 2021 Myra Knoesen

Rejection can be quite a downer, especially when you are banking your hopes on a positive outcome. No one likes to receive a "No", when it is so much better to get a "Yes".

The thing is, rejection is part of growth - be it in work, relationships or life. Over the course of your lifetime, it is inevitable that you will face some kind of rejection.

And that then raises the question: How do you deal with no? Or maybe even more important: how do you turn a no, into a yes?

The struggle is real

In your struggle to win sales, Dan Streeter, Principal of IMPART Learning Solutions and founder of Three Creative, Tim Brown, say when you earn second place, you get nothing .

They both emphasise that once that client is locked up with your competing vendor, they may never relinquish that relationship, and that relationship may never come up for bid again.

“In fact, you will likely find that you will be told “no” way more often than not. Even if you have a relatively high closing ratio of 20 to 30 percent, this means that you are being told “no” 70 to 80 percent of the time,” said Streeter and Brown.

If you can understand the reason behind the rejection, you can do things differently next time. This will be immensely helpful in your growth.

In part two, Streeter and Brown consider some ways to handle this rejection.

Bookmark and Share

Comments

BLOG CATEGORIES
Quick Polls

QUESTION

Financial behaviour experts suggest that today’s risk modelling methodologies ignore your client’s emotional ability / behavioural capacity. What are your thoughts on spicing up risk profiling tools to make allowance for your client’s financial behaviours

ANSWER

[a] Bring it on; my client’s make too many irrational financial decisions
[b] Existing risk profiling tools are adequate
[c] Risk profiling tools should be based on the model / rational client
[d] The perfect risk profiling tool is science fiction
fanews magazine
FAnews April 2021 Get the latest issue of FAnews

This month's headlines

Randsomware attacks... SA businesses' biggest risk
Know the difference - compliance vs ethics
Better business by virtue of Beethoven
The future of vaccines
Harmonisation of retirement funds
Call centres and the maze of auto-prompts
The next 18 to 24 months are going to be tough
Subscribe now