091: Andrea Waltz | Failure and Success: Opposite Sides of the Same Coin - a podcast by Jim Brown

from 2018-05-29T10:00

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Takeaways

Increase Your Failure Rate: If you’re the person being rejected or constantly being told “no,” it may be hard to hear that you need to increase the amount of times you should actually hear it. But, the real question for you is what opportunities are you leaving on the table simply by not asking the question? What deals could you have kept alive if you had just asked the question? What other products could you have bundled in the sale if you had just asked the question? What referrals could you have got if you had just asked the question?
Stay Curious: After you’ve heard “no," what is the next best question you can ask? If you can start to plan your conversations to elicit “no” responses, you can then also start to plan for a strategic follow-up question. Think about what is actually being said when you hear “no.” What additional context can you gain by building upon their response?
Practice in Everyday Life: I mentioned in the conversation, my #1 mantra is that you’ll never get anything in life you don’t ask for, so start asking. That applies not only to sales, but everyday things like shopping, dining, travel accommodations, personal relationships, and even dating. If you ask and get a “no” you haven’t really lost anything because you never had it to begin with. But if you ask and get a “yes” you gained 100% of whatever the ask was. To me, this is really a no lose situation.

Costello-What if every sales rep inherited the habits of your best rep? With Costello, they do.

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