Every sales professional will hear no from a prospect or customer. You are likely to hear “no” more often than you hear “yes,” especially early in your career. But successful sales people know how to cut the “no factor” back to the bone. Each salesperson finds a personal approach to minimize the likelihood that a customer will say no. The most important and effective way is to keep in contact with your prospects and customers. Return calls in a timely fashion and follow up with your clients.