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Andrea Waltz joins me on the Salesman Podcast to look at why being rejected in sales can actually be a positive thing.
Why does the work ‘no’ hurt?
We start the show by looking into why the word ‘no’ hurts so bad. It is just only a word after all.
“You go out of your way to increase the number of no’s you hear”
Andrea explains that you don’t get over this pain associated with rejection by being hit by hit day in day out for years. You need to reprogram the way your brain thinks about the word and what you have associated with it.
Go too far
Andrea explains a concept that I’ve never thought of before which I will now be implementing into almost every sales interaction I make – going for the no.
“It doesn’t matter what training you do. You’ll often be limited to the corporate mindset you’re working within”
This means that in each interaction you should keep pushing, asking, closing until the prospect says no. Even if they’ve already said yes before hand.
Most people hear a yes and then quit while they’re a head. However they then never know how much extra business they could have got out of the prospect.
Self belief stopping you closing
We wrap up the show by looking at why most sales people put a glass ceiling on what they’re comfortable earning and how we can break down these barriers. Does this come down to a fear of success (the potential of losing friends for example if your income jumps up substantially for example) or something deeper?
Guest info:
Andrea Waltz is the co-author of the best-seller book, Go for No! She speaks internationally at business/sales conferences and conventions to audiences ranging from 80 to 8000.
Her audiences are shown a new mindset that immediately impacts their sales and business building building results, boosts their confidence and reduces their fears. Not only does Andrea add a skill to their tool kits she removes one of the biggest business challenges of today: the fear of failure, rejection, and hearing the word, ‘no.’
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Show notes:
Books mentioned:
Never Eat Alone: And Other Secrets to Success, One Relationship at a Time
The Four Agreements: Practical Guide to Personal Freedom (Toltec Wisdom)
