Sheldon

A: No, I don't.

Kidding, I'm just kidding! Of course I do. No one likes hearing "no", but I would venture to say we entrepreneurs hear that word more than almost anyone else, if you are doing your job right. Your job is to continue to take risks and throw out proposals, plans, and products. Eventually, one is going to stick and you will get the next gig or sale, but in the meantime, you will be hearing plenty of "no's."

That is OK. That means you are on track.

But does it get easier? Probably not. Here though are a few tips for dealing with the dreaded "no," and remember, "no" also means that the next "yes" for your franchise is coming down the pike.

Learn from it: A no may mean many things, and the first thing to figure out is whether it comes from them or because of you:

How do you do that? Be bold, grasshopper. You have to ask your declining prospects why they said no. They may be honest and they may not, but unless you ask, you will have no idea.

Turn it around: Sales can be described as the art of overcoming people's obstacles. Zig Zigler says there are five basic obstacles to any sale: No need, no money, no hurry, no desire and no trust. Overcome those, and no becomes a yes.

Of course there are countless ways to do that, but here is a new one I recently discovered. I saw Jack Canfield speak recently (Chicken Soup for the Soul, etc.) He has a principle called "10." He asks prospects (among others) "Was my proposal a 10? If not, what would it take to make it a 10 for you?"

If you hear a no, remember Zig Zigler's wisdom, zero-in on the most likely obstacle, and use a variation of Canfield's strategy: "I am committed to getting you what you want, what would be a 10 for you?" Maybe you can do it, maybe not, but at least you will still be in the running.

Use it to your advantage: A no can perform several useful psychological functions, take your pick: