Welcome to the Selling from the Heart podcast with Darrell Amy and Larry Levine as they have a chat with Andrea Waltz and Richard Fenton, the authors of Go for No! Yes Is the Destination, No Is How You Get There, and their latest book, When They Say No.
Salespeople need to understand that you need to be willing to hear no before you hear yes and that the more you hear no, the more you will hear yes as well. Andrea and Richard give actionable advice for when you do hear no, like learning to really listen and becoming curious enough to ask prospects why they said no.
They share their message about the fear of rejection and how to move through the sting and the panic it causes, which is really just a natural biological response. Andrea advises salespeople to change their stake when feeling down, while Richard gives tips in separating a personal no from a professional no.
When you feel deflated from rejection, change your stake - Andrea: "So the two keys to changing your stake; one is, and Tony Robbins talks about this, it's movement. It's just changing your environment. You do need to get up, you need to move, and you need to get the endorphins going for a walk, taking the dog out, going to the gym, as soon as you possibly can. And the second one is music, or watching a funny video."
Sometimes "no" is simply due to a customer's preference - Richard: "Our natural reaction is to take it personally. And the reason is that most people, when they hear the word no, they have this assumption that they have been rejected, not the product, not the service, that they personally have been rejected."
Connect with Andrea and Richard and get When They Say No:
Andrea Waltz: https://www.linkedin.com/in/goforno/
Richard Fenton: https://www.linkedin.com/in/richard-fenton-author/
Learn more about Darrell and Larry:
Darrell Amy: https://www.linkedin.com/in/darrellamy/
Larry Levine: https://www.linkedin.com/in/larrylevine1992/
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