Different Perspectives: Is Sales Really About Getting to “Yes”?

Here’s a different perspective for you: Jerry Kennedy thinks that a successful sales career is based less on your ability to get people to say “Yes” and more on your ability to get to “No” faster and more often.


Unless you want to be the kind manipulative salesperson that everyone loves to hate, you can’t really “get” someone else to say yes.  If you were one of those types, you probably wouldn’t be reading this article to begin with.  Those kind of mouth-breathing bottom feeders are not typically the kind to hang out here, trying to become a better caliber of salesperson.  They’re more likely to spend their time on “yellow-highlighter” pages, learning the latest mind-control sales tips.

 If you’re reading posts by the likes of Skip Anderson and Tibor Shanto and Cindy King (and all the other incredible minds that hang out on the SBU), I’m guessing it’s because you want to be the kind of salesperson that’s admired and respected by your employers, peers and customers.  If that’s true, you have to become a master of getting people to say “No” as quickly and efficiently as possible.  Why?  Because in most cases the alternative to “No” is not “Yes”; it’s one of the 1001 variations of “Maybe” that prospects  learn in “Sales Avoidance” class.