You're Paid to be Rejected
by Richard Fenton & Andrea Waltz
You like to think that you get paid for all the sales you make... and ultimately that may be true. But really, you get paid to hear No's.
When we made our DVD movie and interviewed legendary sales trainer and award winning speaker
Joel Weldon, he told us as much.
Here's what Joel said: "I always taught that selling is really a law of averages, that there's a certain number of NOs that you need to get to yeses. If I had to summarize all the sales companies I've worked with and had to pick a number, I would guess it would be one out of five, that in almost all selling situations it takes five people before you get a yes. That means 80 percent is
saying, "No," and 20 percent is saying "yes." If it's a high paying sales job, it usually has to be that way, because if everybody said, "yes," they wouldn't need to pay you very well. So, you really get paid for the no's not the yeses."
Thinking about getting paid for no's makes it a lot more fun. Lisa Jimenez, speaker, coach, and author of Conquer Fear also valued 'no' literally. Here's what Lisa told us:
"If I can deal with seven to 10 no's, I'm going to make $500. So I divided the $500 by 10, to receive 10 no's, did you hear my language? To receive 10 no's. Like, what a pleasure to get a "No!" Because I just made $50. So I taped the $50 bill to my phone and every time I picked it up, and made a cold call, or any kind of prospecting call and received a "No" or a "No, thank you," or a shouting, "NO!" whatever it was, it was like "Ah, thanks for the 50 bucks!" As soon as I hung it up, it
was "thanks for the 50 bucks!"
Living in a Go for No world requires a different way of thinking about failure, rejection, and the word no. So, let your checks roll in from the yeses and each time you hear 'no' remember... you're still getting paid.
