Mastering Modern Selling MMS #124 - Turning Rejection into Revenue: What to Do When They Say No with Andrea Waltz
In this episode of Mastering Modern Selling, Andrea Waltz, co-author of Go for No: Yes is the Destination, No is How You Get There, joins the conversation to explore the psychology of rejection in sales.
With over 25 years of experience, Andrea shares why sellers fear rejection, how to shift their mindset, and why embracing failure can lead to greater success.
If you’ve ever hesitated before reaching out to a prospect or felt discouraged after a lost deal, this episode will help you reframe rejection as a valuable tool for growth.
Why We Fear Rejection (And How to Overcome It)
- Human nature wires us to avoid rejection, as it triggers fears of exclusion.
- The more exposure you have to rejection, the less it impacts you—building resilience over time.
- Experienced sellers don’t avoid rejection; they learn to navigate it strategically.
No is Not Personal—It’s Data
- Rejection is often about timing, priorities, or misalignment—not a personal failure.
- Sellers should analyze patterns of rejection to improve messaging and sales strategies.
- Viewing rejection as feedback rather than defeat creates a mindset shift that fosters long-term success.
The Disappearing Training Ground for New Sellers
- With automation taking over early sales activities, new sellers miss out on learning how to handle rejection.
- Fewer cold calls and outreach attempts mean less opportunity to build resilience.
- Sales leaders should create structured opportunities for new reps to experience rejection in a safe, constructive way.
The No-to-Yes Ratio: Tracking Your Rejection Rate
- Every salesperson has a success ratio—knowing how many "no’s" lead to a "yes" removes fear from the equation.
- Instead of dreading rejection, sellers should actively seek it out as part of their process.
- Andrea’s Go for No challenge encourages salespeople to aim for a set number of rejections, reframing them as progress rather than obstacles.
Why a Fast No is Better Than a Slow Maybe
- Many salespeople fear hearing "no" and waste time on deals that won’t close.
- A clear, early rejection is beneficial—it saves time, allows sellers to move on, and refines the pipeline.
- Some of the most effective sales strategies involve leading with what your product doesn’t offer, helping unqualified buyers opt out early.
Andrea Waltz challenges the traditional fear of rejection by redefining it as a necessary step toward success. By tracking "no’s," embracing failure, and learning from rejection, sales professionals can develop resilience and improve their effectiveness.
Instead of avoiding rejection, what if you welcomed it? What if every "no" brought you closer to a "yes"? That’s the essence of Go for No—and it’s a game-changing mindset shift for modern sellers.
Don't miss out—your next big idea could be just one episode away!
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