Improve Sales Results With “The Honorable No”

Michael Veltri Sales Keynote Speaker

“A ‘no’ uttered from deepest conviction is better and greater than a ‘yes’ merely uttered to please, or worse, to avoid trouble.” ~~Mahatma Gandhi

I love this quote and call it “The Honorable No.” Do you have people in your life — a colleague, customer, or boss — that you have a hard time saying “no” to? Are there situations in your sales cycle where you find it easier to say “yes” because you don’t want to deal with the hassle of what a “no” will produce?

As a leadership keynote speaker to many successful sales organizations, I often challenge business audiences to stop saying “Yes” out of guilt, obligation, or wanting to please (which many sales professionals LOVE TO DO — myself included!) and to start practicing “The Honorable No” to increase sales. Say “No!” to unnecessary meetings that waste valuable prospecting time. Say “No!” to your potential client low-balling you on your price and show them how your product or service provides immense value instead.

Because with the “speed of business” evolving at an exponential rate, the ability to make the right sales decision — including saying “No!” — at the right time is paramount to the success of any sales organization. Sales professionals need fresh, new, and creative sales techniques to make the best decisions possible — especially when the pace is fast, the stakes are high, and the outcome unclear.

And “The Honorable No” is one sales technique you need to add to your sales technique “toolbox” immediately. Try this to improve individual, team, and company sales results:

3 Steps to Improve Sales Results With “The Honorable No”

Step 1. — POST: Print and post (either electronically or “old school” on paper) the Gandhi quote somewhere you can easily see it for the next week.

Step 2. — PRACTICE: Say “No!” to unnecessary meetings, to distracting text messages, and unwanted interruptions. Say “No!” to unreasonable clients, colleagues, and prospects. Do not waiver on your SUCCESSFUL SALES STANDARDS.

Step 3. — PROSPECT: You will free up and/or generate at least 30 to 60 extra minutes per day by practicing “The Honorable No”. You will also lower your stress level, increase confidence, and develop more situational awareness with the additional “mental space” you’ve created by practicing “The Honorable No”. With this extra time and “mental space”, prospect, prospect, prospect.

And watch your sales results soar! Because remember, “A ‘no’ uttered from deepest conviction is better and greater than a ‘yes’ merely uttered to please, or worse, to avoid trouble.” Wait until you try “The Honorable No” with you family and friends too. The results will be amazing — what are you waiting for? Let’s get started NOW!

If you have questions, comments, or other innovative ways to improve business sales results, leave a comment below or hit me up on Twitter @mpveltri. I’d love to hear from you!

Drawing inspiration from his knock-down-drag-out fight with cancer, nationwide bestselling author and multiple Diamond Club award winning sales professional, Michael Veltri has created a new and powerful model of decision-making success that leads to unprecedented sales results. In his energizing and inspiring presentations, Michael teaches sales professionals how to surpass expectations — both their own and their organization’s — while crushing quota and slaying the sales dragon. Learn more at: