Selling From The Heart Podcast

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.HIGHLIGHT QUOTESWhen you feel deflated from rejection, change your stake - Andrea: "So the two keys to changing your stake; one is, and Tony Robbi