Great article from Dan Kennedy:
People start out by saying no to things for many, many reasons. It's sort of an automatic, knee-jerk, defense mechanism. They may not fully understand the matter you are dealing with and may be too embarrassed to admit it. They may not know how to intelligently make a decision. They may lack self-confidence and self-esteem. They may be afraid. They may have financial problems that (in their minds) preclude them from going along with you. There are probably hundreds of possible reasons for "the erroneous no." Don't let it stop you.
People start out by saying no to things for many, many reasons. It's sort of an automatic, knee-jerk, defense mechanism. They may not fully understand the matter you are dealing with and may be too embarrassed to admit it. They may not know how to intelligently make a decision. They may lack self-confidence and self-esteem. They may be afraid. They may have financial problems that (in their minds) preclude them from going along with you. There are probably hundreds of possible reasons for "the erroneous no." Don't let it stop you.
Eight Steps for Getting Past No
- Determine you are going to exert control over the situation and the other people involved.
- Determine you can and will get positive results even in negative situations.
- Get your ego out of the way.
- Do not confuse refusal with rejection.
- Be more interested in achieving positive results than in anything else.
- Understand that most no's are erroneous.
- Ignore the "erroneous no." Keep making your case. Keep probing for the real reason for reluctance or refusal.
- Respond only to real reasons. Don't get caught up in responding to "erroneous no's" - that's like wrestling with a phantom
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