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you have a sales plan that gets referrals from a "no"
you have a sales plan where a "no" gets you somewhere
you have a sales plan that knows a "no" is teaching you something

Do you even have a sales plan?

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Comment by David Kimball on May 20, 2009 at 1:07pm
Hmmm. A sales plan. I never even considered that. What a great idea. How would I go about creating an effective one?

Comment by Jon Dale on March 21, 2009 at 1:25pm
Doug, you're absolutely right. If instead of just plowing through the "no's" (because if we can get enough "no's" we'll get to a yes) we learned from them, those in sales would be better able to serve their prospects.

It's fascinating to me how few people/companies actually have a sales plan. It's suprisingly absent from most business plans. And yet it's the key...because its the part of the plan that get's the financial transaction to happen.
Comment by Chris Repp on March 20, 2009 at 5:01am
I have found that the why behind the no is often worth more than an easy yes. So I go after the why behind the no to produce a yes later. Am I right? Yes.... No?

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Comment by Dan Miller on March 19, 2009 at 12:12pm
I know I've never been "normal" but I've never understood people's fear of getting a "No." I enjoy the process of negotiating - so if I get a "no" it just lets me know where we are at that point in the process. When I've done door-to-door selling I've always tracked my numbers closely. If I know I close 50% of my presentations, then a "no" just gets me closer to the "yes" I'm sure is coming. No one has a 100% closing score. Anything of value will not be a fit for some prospects. Bring on the "NOs."

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