Manage Smarter 239 — Turning No into Yes with Andrea Waltz

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Today's guest says she's an optimistic person but her favorite word is NO. Andrea Waltz is the co-​founder of Courage Crafters, Inc. and co-​author of the best-​selling book, Go for No! Yes is the Destination, No is How You Get There. For almost two decades, Andrea has been teaching people in virtually every business and industry how to think and feel differently about failure, rejection, and the word, “no” to achieve their goals and dreams.

A member of one of the highest regarded professional groups of women in sales, Women Sales Pros, Andrea is considered a top sales influencer online, featured on lists curated by Hubspot, Salesforce​.com, Live Hive and many others.

The book, Go for No! reached #1 on Amazon’s “Sales & Selling” list in 2010, and has remained in the top 50 Sales books for the last 13 years, having now sold over 500,000 copies. Her latest book with co-​author Richard Fenton, titled When They Say No, was released in February 2023.

In this podcast for sales managers and sales leaders, Audrey, and Andrea discuss:

  • Embracing Rejection: Andrea Waltz emphasizes the importance of embracing rejection as a part of the sales process. By reframing rejection as a step towards success, sales professionals can build resilience and improve their performance.
  • Go for No Strategy: The 'Go for No' strategy encourages salespeople to intentionally seek out 'no' responses. This approach helps in overcoming the fear of rejection and increases the chances of getting to a 'yes'.
  • Mindset Shift: Changing your mindset towards rejection can significantly impact your sales success. Viewing each 'no' as a learning opportunity can lead to personal growth and better sales techniques.
  • Tracking No in Your Sales Metrics: Tracking the number of 'no' responses can be a valuable sales metric. This unconventional approach can provide insights into your sales process and help in setting realistic goals.
  • Building Confidence: Regularly facing rejection can build confidence and reduce the fear associated with it. This increased confidence can lead to more assertive and effective sales pitches.

"The relationship you have with the word NO… what you think and feel when you hear it, and what you do afterward as a result… is THE single most important factor in determining the level of success you will achieve in your life.”

Andrea Waltz

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