Let me explain.
Let’s say you run a real estate company. The average price of an apartment you sell is 50 lakhs. Let’s say you pitched to 10 customers. You worked hard to convert them all but the first 9 said ‘NO’. The 10th customer said ‘Yes’ and paid you 50 lakhs.
Now, you might be tempted to think that you wasted time with the first 9 customers. But, here’s an interesting way to think about this scenario –
Your total earnings were 50 lakhs after approaching 10 prospects, so each prospect actually gave you 5 lakhs!!!
Yes, every time they said ‘No’, they paid you 5 lakhs!
Once you start looking at things this way, every time you hear a ‘No’, you are actually earning because a ‘Yes’ is somewhere around the corner. Don’t get disappointed when a customer says ‘No’. In fact, thank them because you earned some money! This is reverse psychology!