How to Get Past the Discouragement of the Word No | Harry Spaight - 1595

Whether you’re a sales professional or work in another industry, hearing the word ‘no’ can get anyone in a negative mindset. In today’s episode of The Sales Evangelist, Donald is joined by Harry Spaight, a sales coach and consultant who wants to help every salesperson overcome their fears to find sales success. Why does discouragement affect us so badly? As sellers, we frequently take rejections personally.  Even if the sale is rejected for a myriad of reasons, the seller will still assume they are the reason the prospect is not interested in the sale. We make offers through options, just like a fine-dining server. Each time a server makes an option, they expect a rejection. If professional offers can get into the same mindset, we can lead with service in mind. If someone doesn’t want your offer, think about what other options might impact their business or be helpful to their work. Sales is a place of service. There are so many choices with what you’re selling. Make it easy for a buyer to work with you and you’ll find sales naturally coming your way. Help buyers quantify their pains. Don’t encourage someone to purchase your product if the pain is not enough to justify the purchase - it results in remorse for the product. People will solve their problems one way or another. If you can provide benefits in addition to a solution, you’ll give long-term value the buyer can’t supply themselves. Sales isn’t a numbers game; it’s a skills game. If you believe sales is a numbers game, you do a poor job with the person in front of you to get to the easy yes. Dig deep and find the prospect’s challenges to determine if they’re a viable candidate for the product. There are numbers tied to sales that are important. However, the numbers shouldn’t be at the expense of the conversations with the prospects in front of you. Hary’s major takeaway? Serve the person across from you, and good things will happen. His book, Selling with Dignity, and his podcast, Sales Made Easy, discuss the standards of selling with service in mind.  This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com.  This episode is brought to you in part by the Outbound 2022 Sales Conference. Are you looking to learn actionable and practical ways to improve your sales performance? Do you or your team want to experience a fantastic professional development opportunity full of expert and high-quality speakers ready to help you reach your sales quotas? Attend this year’s Outbound Conference! Visit

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I believe in doing BIG THINGS! You should be earning 6 figures easily as a sales rep. But chances are you are not...yet! Sales is the most important department in every company but many sellers are never taught how to effectively sell, much less how to earn their way to high-income status. My own career limped along until a company I worked for invested in sales training to help me succeed. Immediately afterward, I closed a deal worth 4X what the company spent on me and saw hockey-stick improvement in my performance. So I started a podcast to “Evangelize” what was working. Today I interview the world's best sales experts, successful sellers, sales leaders and entrepreneurs who share their strategies to succeed in sales right now: folks like Jeffrey Gitomer, Jill Konrath, Bob Burg, and Guy Kawasaki to name a few. They share actionable insights and stories that will encourage, challenge, and motivate you to hustle your way to top income status. If you’re someone looking to take off in your sales career and earn the income you deserve, hit subscribe and let’s start doing BIG THINGS!