Joining me on this episode of Accelerate! is Andrea Waltz, Founder of Courage Crafters, keynote speaker, and co-author of the book, Go for NO! YES Is the Destination, NO Is How You Get There. In this episode, Andrea and I discuss the real meaning of the word ‘no’, the cultural bases for the fear of failure, and how to rapidly grow your sales by getting to ‘yes’ after a long day of ‘no’.
[3:00] Why you have to fail more in order to innovate, to take chances, and to take risks.
[8:11] How to start reprogramming the way you feel about rejection. How do you react internally, and how do you react externally? Do you give up sales for the day?
[9:25] We have physiological reactions to the word ‘no’, but there's also a cultural aspect we need to understand.
[13:20] Andrea describes two actions we take that really sabotage us: we make assumptions, and prejudge what someone else is going to do.
[15:16] Don't just get the “no, we're not interested,” but qualify or disqualify the contact, get the real no — find out why they are not interested.
[17:30] Andrea’s rule is to set a number for the no’s you will collect on any given day. Celebrate your activity, rather than just the outcome. Make it fun.
[19:44] Andy states you can control activities, you can't control outcomes — so manage your activities.
[22:10] Andrea discusses the funny stories, and great training she found in Secrets of Closing the Sale, by Zig Ziglar.
[24:22] If you succumb to feelings of personal rejection when you get a ‘no,’ Andrea recommends that you read The Four Agreements, by Don Miguel Ruiz,
[27:02] Manage the objection. Is it really ‘no’ (which is fine), or do they need more information or have questions?
[27:51] How ‘no’ is a perfectly acceptable answer, especially if you get it early. And how Andrea uses her disqualification model.
What’s your most powerful sales attribute?
Belief in my product.
Who is your sales role model?
What’s one book that every salesperson should read?
The Four Agreements: A Practical Guide to Personal Freedom (A Toltec Wisdom Book), by Don Miguel Ruiz.
What music is on your playlist right now?
Thirty Seconds to Mars, and My Chemical Romance.