“It’s more satisfying when you turn those no’s also to yes’s.” – Jenn Zhou in today’s Tip 949
What’s your thought about this?
Join the conversation below and check out the full interview with Jenn!
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today I’m going to double down on my conversation with Jenn Zhou in our Sales Success Stories interview because I think this is such an important topic. Check out our discussion from that episode:
Jenn Zhou: I really thought about this. I don’t know. I think probably the most crazy thing I think is I love “no”, right? Yes is, of course, great. But yes is easy, right? No, it’s like, okay, you fell short somewhere, and now you can get better and you can figure out why “no” is a “no.” And it’s more satisfying when you turn those no’s also to yes’s. So I would think, like, I kind of said this earlier, too. But yes, and everything working well in your favor is, of course, awesome. But it’s also when it’s not like that’s where you really get to try to be better, and that’s if anything more satisfying because I think it’s just progress is what everyone kind of wants.
Scott Ingram: Okay, say more about this. Because this is a fascinating sort of mindset. I want to lean into this. You love no. Keep going.
Jenn Zhou: Yeah. I mean, no one means you fell short somewhere. Like, for some reason, they didn’t find your kind of argument compelling. They don’t find the product compelling. So now you have an opportunity to figure out, like, Okay, why is the case and better hone your skills and be better for the next call. If everything was so easy, then what’s the fun in that? So I think other people get discouraged or they’re like, “Oh, I just got rejected or that sucks.” But I think, of course, having them sign up and pay you money is awesome. But it’s also like, I think people there’s such a negative connotation with things not working in your favor. I think everything is an experience. Everything is good.
Scott Ingram: It’s funny, I got something early in my sales career that has served me really, really well. And we would talk about our leadership to talk a lot about, you know, we typically hear no at least two times in every deal, and it’s that when you hear no, then you’re actually getting somewhere. Right now, Okay, wait. What’s going on? What do we have to overcome? And when you have that mindset and you sort of know that it’s coming, you can almost kind of lean into it. Look, it’s going to happen. You don’t just like, “Oh, too bad. That’s so sad. We walk away.” No. Like now, great. Now we dig in. Now we figured out. Okay, what really is going on? How do we actually need to make this work so valuable just for me in so many different ways?
Jenn Zhou: On a similar note, when you’re on a call in, for example, if they’re not asking any questions, if they’re like, “Yeah, this is great. This is great.” That’s not good.
Scott Ingram: Right. Are you just trying to be nice or is this really valuable?
Jenn Zhou: Exactly. You know, when someone’s asking all of these questions, or can you tell me about this and this, they’re actually truly very interested versus someone who’s like, “All right, this is good. I don’t have any…” Are you truly interested? No, probably not.
Scott Ingram: Right.
Once you’ve done that, or maybe continued listening from yesterday, be sure to come back tomorrow for another great sales tip. Thanks for listening!