2 Minutes Read
The Power of NO

In Ethical Sales Conversations… And Why We Love Them

Please reflect for a few minutes on… how do you currently handle receiving a “no”?
Do you feel the pain of rejection? Or something else?

“No’s” come in a number of varieties. And when you are implementing the Ethical Sales Process (ESP) in your sales conversations, they are a reason for celebration. Because they define a “clear choice.”

A Current “No” might look like:

A Clear “No” at the end of the conversation can be a celebration when you’re listening & noticing during the sales conversation that…

So this is a a VITAL Question: How are you Listening? Are you listening for clarity or are you listening to close the sale?

They are NOT the same thing!

There is a massive difference between listening for clarity to inspire and help your clients versus trying to convince them to buy.

Everything about your business shifts when you listen for clarity rather than trying to get to a yes.

The best part is, this shift will get you more “Yes’s” that feel amazing! And your “No’s” won’t hurt in the same way.

Because you won’t be receiving a “no” as a personal rejection. You’ll be receiving it as a “notice of choice.” So you’re practicing honoring someone else’s choices.

To honor Clear Choice by the end of the conversation:

And that’s a selling philosophy anyone can stand behind.

Marla Mattenson in collaboration with ESI team
Founder & Creator of Ethical Sales Institute
With a 25+ year career, Mattenson is a trailblazer in transforming sales paradigms from transactional to relational for professionals who prioritize the integrity & fulfillment of their services. She is a champion of consent-based sales.


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