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Why "Selling.2.YES"?

The art of turning a NO to a YES is the true, ultimate definition of a sales professional.  Only those individuals who possess broad, strong skills requisite to convert a buyer's NO into an order can claim to be a true "seller".  Without qualities of persistence and perseverance, said "sales pro" is no more capable and skilled than the average "account manager" who does not have the skills to strategize, probe, cajole, and push a piece of business across the finish line.  

Turning a NO into a YES includes doing a lot of little things really well: getting the meeting with the right decision maker sometimes means turning a NO into a YES; getting a manager or peer to agree to accommodating something for a client often requires turning a NO to a YES; probing through obstacles always includes turning a NO into a YES.  The importance of learning how to impact behaviors and influence decisions can never be underestimated in sales, in business, and in life.  

The word YES is what all salespersons want to hear.  I want to celebrate the word and push us all forward in a positive way.  I hope you enjoy Selling.2.YES in that context and contribute to the conversation. 

Happy reading, 

Michael  
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  • Home
  • Sales Mgmt Excellence
  • Sales Excellence Training
  • Testimonials
  • Founding Principles
  • Methods
  • Selling.2.YES Musings
  • Inspiration