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Inspiration

Maybe is the wrong answer

ales professionals continually strive to lead Welcome rejection and learn
prospects to saying yes. And, when yes turns
out not to be an option, it's easy to think that In "Let merchants say no to you," The Green Sheet, Nov.
S receiving a lukewarm maybe is better than a 25, 2013, issue 13:11:02, Jeff Fortney stated that even
decisive no. This is especially true for those just starting the best salespeople have chased a few maybes in their
out as merchant level salespeople (MLSs). However, while time. "However, accomplished agents know that chasing
a maybe might be a little easier on the ears and ego than maybes costs time that could be spent on real deals," he
a no, in the long run, maybe is an empty placeholder that wrote. "They realize that maybe really means no."
leaves MLSs hanging.
Fortney went on to say that MLSs can learn to avoid
In Good Selling SM: Thirteen Weeks to Professional Success, Paul maybes. "When a merchant responds with a maybe
H. Green, founder of The Green Sheet, went so far as to statement, rather than agree immediately to the request
state, that maybe is never the right outcome. "Yes is fine, for delay, give the prospect permission to say no," he wrote,
and no is fine – no will tell things you need to know, even adding that sometimes all it takes is letting the merchant
if you don't get the account," he wrote. "Maybe is always know your feelings won't be hurt if the merchant declines
the wrong answer. Press on!" your offer.

And he's not alone. The motto of Richard Fenton and Fortney added that merchants will often open up at this
Andrea Waltz, founders of Go For No, and authors of a book point, and with a little thoughtful probing it's possible to
of the same name, is "Yes is the destination; no is how you find out why the merchant turned down your offer. "Many
get there." About their work, they stated, "The relationship rejections are filled with lessons that may make the next
you have with the word NO … what you think and feel no a yes," he noted.
when you hear it, and what you do afterward as a result
… is THE single most important factor in determining the Also, after a rejection, move on quickly but not immediately.
level of success you will achieve in your life. That's why Reflect on why you sought this opportunity, what factors
despite having a great product, service or opportunity to led to the merchant's decision, and what pain points you
offer, so many people fail to succeed in business … and in missed, so you can improve the likelihood you'll get to yes
life." the next time.

They went on to say it doesn't have to be that way. "A
simple change in attitude and perspective could transform
you from someone who is slowed down by failure and
rejection into someone who is actually energized by it," Kate Gillespie, President and CEO
they added.

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