Let’s admit it. Agency owners are reluctant salespeople. However, biz dev should be a significant part of how we spend our days.
When I hear agency owners say that they don’t have to prospect because they get so much business via word of mouth, I always ask, “Are those the clients you would choose to work with or are you simply working with them by default?” When we’re honest with ourselves, the truth can sting a little.
I get it – no one likes to be told no. That doesn’t make selling any easier. But how do we change our mindset? Hearing no (or deafening silence) feels like a failure, so we avoid it at all costs. But what are the costs of fearing the “no” and settling for whatever comes our way?
In episode #184, I talk with Andrea Waltz, co-author of the best-selling book, Go for No. We have to re-think the word no. A “no” is one step closer to a “yes”.
Andrea and I talk about the no, not just in sales, but also in the creative process. Sometimes we phone it in because big, bold ideas have been rejected in the past. So we play it safe, even though we know that’s not in our clients’ best interests.
Andrea Waltz is a keynote speaker, author, and sought-after sales strategist. At the age of 8, she called George Lucas to see if she could work with him on future movies. She was the youngest general manager in eyeglass retailer Lenscrafters’ history. At the age of 24, she launched her own training company.
Hubspot named Andrea one of the “25 Sales Experts You Should Follow on Twitter” while Salesforce.com named her one of the “25 Sales Influencers to Follow on Twitter.” She was also named among the “Top 100 Sales Influencers” and “Top 65 Women Business Influencers” by Tenfold and one of the “47 Top Sales Speakers and Influencers to Follow on Twitter” by SummitSYNC.
What You Will Learn in this Episode:
- How to retrain your brain to accept more “no’s”
- Why setting “no” targets is as important as setting sales targets
- How going for “no” translates beyond sales
- The power of actually wanting to fail
- Getting ready to fail bigger and fail faster to get to “yes”
- Why celebrating failure is so important
- How to encourage the effort and not just the result