EP 383: Getting beyond the “no” in the sales process with Richard Fenton

Sales — the dreaded word that most of us cringe when we think about it. It brings up thoughts of manipulation, forced conversations, and fear of rejection. It’s one of those necessary evils that come with being a business owner that’s essential if you want to keep growing.

For many of us, we fear hearing the word “no.” Once it’s out there, we drop the conversation, take the loss, and move on. But if you want to sell effectively AND create a pleasant sales experience for yourself and your prospects, you must rethink your sales strategy.

Today, I’m talking with Richard Fenton, a seasoned expert in all things sales prospecting, selling styles, and getting to the other side of the “no.” It didn’t always come naturally to him, but after a long time in the business, he’s learned that an initial rejection can be a huge win later in the sales process.
Whether you like sales or not, you have to get better at it to keep new clients coming through the door. So join us to learn how you can rethink your sales process and become a better salesperson, even if it doesn’t come naturally.

A big thank you to our podcast’s presenting sponsor, White Label IQ. They’re an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.

• Richard’s “aha” moment that made him rethink sales forever
• Why “no” isn’t the end of the sales process
• The four types of salespeople and the one we should all strive to be
• The intersection of caring about relationships and caring about results
• Why you need to ask better questions in the sale process
• Getting a prospect to know, like, and trust you
• Staying in touch even after an initial rejection
• The reason sales has gained such a bad reputation
• How to sell without being manipulative or shark-like