From "Bad Yes" to "Good No": Chasing Rejection in Sales with Andrea Waltz #023

The Sales Consultant Podcast

In this episode, we chat with Andrea Waltz, co-author of the books "Go For No" and "When They Say No".

Andrea shares insights on how to shift our mindset towards failure, rejection, and "no", not as things to avoid but to pursue. She explains the concept of "explicit rejection" versus "implicit rejection" and how comfort zones are never static.

We also dive into the importance of setting "no" goals and how to implement the "Go For No" approach responsibly.

Andrea shares stories of companies that have succeeded by embracing rejection and discusses the dynamics of co-authoring a book with her husband.

Lastly, we talk about their latest book, "When They Say No: The Definitive Guide For Handling Rejection In Sales", and the impact of "bad yes" in the sales process.

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Time Stamps:

[:23] One of the first things that stood out to me in the book was this line that reads: “The Salesperson never decides when the sale is over, the customer does.”, so I ask her to start there and explain what that means.

[2:15] Andrea provides us with an overview of the book which essentially is a short fable about an ordinary/average salesperson who one day wakes up in a huge mansion belonging to a wildly successful version of himself 10 years in the future. The story centers around the exploration of how their roads diverged. He was on the average to mediocrity but someone this alternative version took another route and became massively successful. But how?! He can just figure out his future self got to the top and then figure out how to get back to where he left off in his normal life, then somehow he can prevent ending up with a less than ideal life.

[4:03] We talk about how learning to not only embrace failure and “no” but to strive for it in a responsible manner is the path for all of us to create the future version of ourselves that we aspire to.

[6:55] Andrea describes the difference between Explicit Rejection and Implicit Rejection. Explicit Rejection is direct (“No I do not want to meet with your”) while Implicit Rejection is indirect (lack of engagement on a social post)

[8:26] We unpack the following quote: “Comfort zones are never static. They are always in a state of expansion or retraction.”

[11:45] The best way to implement Go For Now is to set “No” goals. She reinforces the fact that all metrics around us are “Yes” goals. You can set no goals in general or even in a sales process. Even as authors of the book Go For No they also struggle with focusing on yes goals.

[17:43] Going for no does not mean failing intentionally. Andrea talks about the “best effort” that’s built into the concept. She also speaks to the difference between expecting a no and accepting a no.

[19:53] We review some examples of greatness where they failed their way to success.

[21:03] A story about a sales consultant from the book who gave a company some “no advice” and helped them operationalize some “no tactics” which led to the company not only increasing sales but saving it from going under.

[23:43] Pikes Syndrome is explained. It’s essentially a study that demonstrates how self limiting belief systems are created within our mind that prevent us from acquiring that which is actually within our reach.

[25:30] She talks about how we make assumptions about what people are going to do or say to protect ourselves. I quote the book where they say, “the only way to desensitize a word is to use it and the only way to desensitize an action is to do it.”

[27:13] When you’re dealing with “maybes”, remove the pressure of telling you no by telling prospects it's ok to say no. This will give people the freedom to become a lot more open minded.

[30:00] I don’t see a lot of married couples who have written sales books together so I ask her to walk us through what the process is like and what kind of dynamic it creates when writing a book together.

[34:38] Andrea talks about their new book… “When They Say No: The Definitive Guide For Handling Rejection In Sales”

37:49] We break down the notion of a “bad yes” and how they impact us during the sales process.

Mentions:

• The quote "the only way for us to know how far we can go is to take chances" is commonly attributed to the American author and motivational speaker, Tony Robbins (https://www.tonyrobbins.com). This quote highlights the idea that taking risks and stepping outside of our comfort zones can help us discover our true potential and what we are capable of achieving.

Guest Bio:

Andrea Waltz is a sought-after keynote speaker, as well as a bestselling author and business consultant. She is best known for co-authoring the books "Go for No!" and "When They Say No", which have become international bestsellers and have helped countless individuals and organizations to achieve success in sales and business.

As a keynote speaker, Andrea brings her expertise in sales, marketing, and personal development to the stage, delivering engaging, inspiring, and practical presentations that empower audiences to overcome their fears, embrace rejection, and achieve their goals. Her talks are based on the "Go for No!" philosophy, which encourages individuals to shift their mindset from a fear of failure to a love of success, and to embrace rejection as an essential part of the success journey.

Andrea's keynote speeches are filled with real-life examples, actionable strategies, and practical advice that audiences can use immediately to improve their results. Her presentations are delivered with energy, humor, and enthusiasm, leaving audiences feeling motivated and inspired to take action towards achieving their goals.

Whether she is speaking to a group of sales professionals, entrepreneurs, or business leaders, Andrea's messages are always relevant, impactful, and transformative, making her a sought-after speaker for conferences, events, and organizations around the world.

Connect with us:

Go For No - https://www.goforno.com

Andrea’s LinkedIn - https://www.linkedin.com/in/goforno/

The Sales Consultant LinkedIn Page - https://the-sales-consultant-podcast.captivate.fm/

Derrick’s LinkedIn - https://www.linkedin.com/in/derricklwilliamsjr/

Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

Derrick’s Twitter - https://twitter.com/derrickis3link

These interviews are also available on Derrick’s YouTube page - @derrickis3linksales