017 Guest: “Go for No” Co-author, Andrea Waltz
We turn conventional sales belief and practice upside down in this episode. It’s normal for salespeople to want to avoid no. In fact, the fear of it is what causes many to avoid calling, which means they have zero chances of making sales.
Andrea Waltz suggests that we “go for no,” which is also the title of the book she co-authored with her husband, Richard Fenton.
You’ll learn how to totally change your mindset regarding “no,” why you should actually seek them out, and how when you do in a big way, will get more “yes” answers than you ever imagined.
Here are the highlights:
How “Go for No” originated [3:17]
Why most salespeople fear “no,” (the three groups) [6:09]
The new model for viewing no’s, and your resulting success [8:41]
How to change your mindset [11:08]
Why we should have “No Goals” [14:45]
Can you still have quantity of calls AND quality calls? [19:07]
The Five Failure Levels (and why you should aim high) [22:38]
Andrea’s Quote(s) of the Day [26:31]
Get the “Go for No” book, see their courses and other offers, their blog, hire them for keynote speaking, and more at GoForNo.com.
Listen by Clicking Here (33:33)
Get Notified of New Episodes, and Other Free Sales and Prospecting Weekly Tips