![RepVue](/_next/static/media/header-home.31552813.avif)
Ultimate Sales Career Blog
Close Deals Faster by Getting to No
Have you ever thought about focusing on getting to “no” instead of getting to “yes” with the deals in your sales pipeline? That’s right, not getting to yes, but getting to NO. Think I grabbed the decaf by accident this morning? I didn’t.
Sure, you always want to get to yes in the deals you’re pursuing, but a much smaller number of the deals in your pipeline will get to yes vs. the number of deals that get to no (which is probably 80% of them), and I bet a bunch of them that just need to get to no are clogging up your pipeline.
Those “no’s” just fester. You’re distracted by the “no’s” and wasting cycles. It gives you a sense that your pipeline is strong, when in reality you need to be cleaning out old opportunities and prospecting for new ones. Many have been a no for a while they just haven’t told you!
Look at your average sales cycle time it takes you to flip a stage to “WON”. Now look at the average time it takes you to flip to “LOST”. Huge difference, right? Why should the “no’s” be so much longer than the “yes’s”?
If you’re not sure how to get those deals to no, ask your contacts direct questions about the value they see from your solution, and find out what’s preventing them from moving forward. If they don’t see the value, show them. If they provide reasons why they won’t / can’t move forward, you now have your objections to overcome. If you can’t overcome them, you’ve gotten to “no” and that’s a better place than leaving it in the “hope” category.
![](https://s3.amazonaws.com/www.repvue.com/share_image_repvue2019.jpg)
Anonymously rate a company to get full access to RepVue's sales org data
- Salary & compensation data
- % Team to achieve quota
- Product market fit scores
- Leadership scores
What to read next
View all Articles![AI Sales Tools: Boost Your Efficiency and Close More Deals](https://repvue.wpcomstaging.com/wp-content/uploads/2024/07/carl-heyerdahl-KE0nC8-58MQ-unsplash.jpg)
AI Sales Tools: Boost Your Efficiency and Close More Deals
Artificial intelligence is reshaping the sales landscape, offering new tools that enhance productivity and streamline operations. As bu...
![8 Questions to Keep Your Prospects Talking](https://repvue.wpcomstaging.com/wp-content/uploads/2023/04/keep-prospects-talking-sales.png)
8 Questions to Keep Your Prospects Talking
Hey there, folks! Today, we are talking about an essential skill for any salesperson out there – asking the right questions to keep you...
![The Ultimate Cold Calling Guide for 2023](https://repvue.wpcomstaging.com/wp-content/uploads/2023/05/the-ultimate-cold-calling-guide-for-2023.png)
The Ultimate Cold Calling Guide for 2023
Cold calling can be tough in today’s world. I wanted to share with you some insights into cold calling, one of the best methods o...
![Close the CFO: Five Must-Dos for Finance-Reviewed Deals](https://repvue.wpcomstaging.com/wp-content/uploads/2023/09/campaign-creators-pypeceajezy-unsplash.jpg)
Close the CFO: Five Must-Dos for Finance-Reviewed Deals
Selling to the Chief Financial Officer (CFO) has become a necessity for every sales professional. Regardless of your historical buyer p...