May 16, 2019
"No." Two letters, a thousand fears. Salespeople all across the world are afraid of hearing the word "no." Today, Gina and Keith are here to tell you that it's one of the most critical, enlightening and powerful answers you can receive in the sales process.
Keith describes a strategy he uses with his salespeople that encourages them to CHASE the "No." Gina will discuss how great she is at saying no and how some people use "no" as a boundary instead of a final resting place.
Don't say no to this week's episode, because Gina and Keith are ready to help you get to yes.
On today’s podcast...
0:31 - Rachel is Honeymooning it so playing the part of Rachel
3:00 - "No" is a powerful answer
7:12 - Pushing your salespeople to actually GET a no.
12:23 - A quick background on Keith Walters for the newbies
16:00 - Getting the prospect off the mark with product, model and value
18:53 - Gina is REALLY good at saying no.
25:00 - No isn't personal
31:00 - 9 No's to a Yes
34:00 - The Power of No by James Altucher
39:00 - Don't be fakin' it, don't be impersonal
More about Gina
Gina Trimarco is CEO/Founder of Pivot10 Results (training and strategy company) and Carolina Improv Company (comedy club and school). She has 25+ years of experience in marketing, sales, operations and people training. Gina combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. A true Chicago city girl, her much older father trained her in sales starting at the age of 10, working in flea markets.
More about Rachel
Rachel Pitts is a Mom, Realtor, Author, and Creator of The Closing Curve, a new real estate software focused on enhancing the buyer experience. With a background in show business, her motto is: Entertain. Inform. Inspire. Find Rachel on social media as RachelonRealEstate, at www.rachelonrealestate.com and www.theclosingcurve.com and pick up her book, The Gift of Wreckage on Amazon
More about Keith Walters
As Managing Principal of Walters Dev Group, LLC, Keith currently assists companies via board and advisory roles. Keith has spent more than 30 years using a strong entrepreneurial focus to lead, advise and grow very successful businesses. His focus on operational excellence brings stability into organizations he leads and guides. Through a unique management system focused on company growth and strong culture development Keith helps build businesses that are true talent magnets.
Women Your Mother Warned You About™ is part of the Sell or Die Podcast Network. Check out these other amazing SORD podcasts.