What to Do After “No”

Inevitably, there will be bumps in the road. Maybe your prospect said “no” (maybe even emphatically).  Maybe a deal didn’t work out. Or maybe, one of your customers changed their mind. Maybe you even agree with the logic behind their decision, but that doesn't make it sting any less. Something you thought was going to happen didn't, and that's kind of a bummer. Such is the life of a salesperson. The good news is, you have control over how you respond.   

When you face a watershed moment in your sales career, how do you respond? I'm not talking about 'being tough when the chips are down' or some motivational fluff you saw on Instagram. I'm talking about what drives you. When you are knocked down, do you become more energized and engaged, or do you allow the situation to beat you?

You might think I’m weird, but I’m here to tell you: those metaphorical punches in the face can be exhilarating, and they help drive my success.

They make me feel alive. When I'm challenged—especially in a way I wasn't expecting—my face gets flush and I almost start to twitch. I immediately start searching for solutions. The challenge fuels me and my biggest issue is channeling all of that buzz in the same direction.

I feel like Muhammad Ali instead of Sonny Liston. (speaking of famous punches to the face...)

This is where my creativity is stimulated. This is when I do my best work. This is how magic happens.

Sometimes obstacles exist to provide you with an opportunity to reset. If you didn’t win the business, maybe that wasn't an ideal customer for you to begin with. Maybe you're worth more than what you're asking for. Maybe you're just capable of better.

Bumps in the road beg you to reevaluate.

So, when get knocked down, when you hear “no,” when things don’t go your way… stop feeling sorry for yourself and do the work that only you are capable of doing. Consider the possibility that this round-house kick to the gut was exactly what you needed to hit your stride. Instead of complaining, get back to basics and ground yourself. Be really honest with yourself about where you went wrong. Rethink your morning routine. Focus on controlling what you can control. Forget the rest. 

Most of all, keep swinging! Fortune favors those who are active.