Many salespeople put far too much pressure on themselves to close every prospect they speak with. If you’re in sales, you’ve likely felt this - and maybe even asked, “Isn’t that the job?”
The truth is: no.
Not every prospect is qualified, and qualification should always be a two-way street. Sometimes they’re not a fit for you. Sometimes you’re not a fit for them. Either way, that’s okay - and it’s part of doing your job well.
One of the hardest mindsets to master in sales is being comfortable with a “no.” In Sandler terms, we say “qualify hard, sell easy.” A “no” isn’t failure—it’s a valid outcome.
What makes this difficult is the difference between a scarcity mindset and an abundance mindset. Scarcity says, “I have to make this deal happen.” Abundance says, “If this isn’t right, another opportunity will come.” A full pipeline makes abundance much easier to maintain.
An abundance mindset allows sellers to relax and let qualified prospects buy instead of feeling sold. Simple in theory—much harder in practice.
In sales, it pays to become “Even Steven.”
👉 For important tips, mindset strategies, and a proven training process for sales and management training skills, contact Chuck Terry and Sandler Denver.
Chuck Terry, CEO/President
Sandler Training in Denver provides sales training, management and leadership training, and professional development for individuals and organizations. Let us know how we can help your team.
