Ep. 51 :: Navigating Your Team Around No

The Construction Leadership Podcast: Executive Strategies to Build Elite Teams & Consistently Deliver On-Time, Under Budget · Nov 23, 2018 · 33m

No one likes to be rejected — to hear the word "no". Salespeople included. Yet the ability to anticipate and navigate around rejection is the hallmark of high-performing salespeople, especially when prospecting. When sales reps are busy — and hey, when are you not busy? — prospecting often gets pushed or deliberately ignored. Why? Whether we admit it to ourselves or not, a big part of why we don't prospect more is because we want to avoid rejection; another reason is sales reps don't have an intelligent plan in place. In this episode, we'll solve both these problems. Prospecting skills are…