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Episode #119: Go for No in Sales with Andrea Waltz

In This Episode of The Buyer’s Mind with Jeff Shore:

Andrea Waltz discusses with Jeff one of the great fears all sales professionals has to deal with – the dreaded NO! Yes is a much nicer word.  Do you like the red one? Yes! Would you like to buy? Yes! Would you like three? NO! Learn how the word NO can be your ally and even help you to be a better salesperson than you are now.

Topics we’re going to cover on today’s podcast:

[1:14] Changing our mindset about NO

[3:45] Meet Andrea Waltz

[5:40] The origin of Go For No

[11:46] What’s the psychology behind going for NO

[19:50] Is failure is sales an option?

[20:18] Powerful yet painful breakthrough to NO

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More about our guest Andrea Waltz:

Received a Bachelor of Science Degree in Criminal Justice from Long Beach State
At the age of 8 she called George Lucas to see if she could work with him on future movies
Youngest General Manager in eyeglass retailer LensCrafters’ history
Launched her own training company at the age of 24
Speaker Member of the Direct Selling Women’s Alliance
Loves social media. Andrea has 23,000+ followers (@Goforno) on twitter and posts daily on the Go for No! Facebook page which has over 30,000 followers.
Featured on Fit Small Business’s Top Sales Influencers of 2018 list.
Named One of 25 Sales Experts You Should Follow On Twitter by Hubspot and 25 Sales Influencers to Follow on Twitter by Salesforce.com and Live Hive. Named Top 100 Sales Influencers and Top 65 Women Business Influencers by Tenfold and 47 Top Sales Speakers and Influencers to Follow on Twitter by SummitSYNC.
Listed in Top 5 Female Sales Experts To Follow For Tips on Increasing Sales Productivity by Marketcircle and 51 Top Sales Influencers You Should Follow On Twitter Immediately by ringDNA.
Was featured on ‘Idol Chat’ a TV Guide Channel show where she was interviewed on how even idol rejects can be successful failures

Links from today’s podcast:

Go For No

Go for No! Yes is the Destination, No is How You Get There

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Mindset: The New Psychology of Success

Price: $12.99

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324 used & new available from $2.72

The Aladdin Factor by Canfield, Jack, Hansen, Mark (1996) Paperback

Price: $17.84

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26 used & new available from $3.50

Door to Door

Price: $42.30

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40 used & new available from $5.74


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About the Author: Jeff Shore

Jeff Shore

Jeff Shore is the Founder and President of Shore Consulting, Inc. a company specializing in field-tested and proven consumer psychology-based sales training programs.

Jeff is a top-selling author, host of the popular sales podcast, The Buyer’s Mind, and an award-winning keynote speaker. He holds the prestigious Certified Speaking Professional designation from the National Speakers Association and is a member of the NSA’s exclusive Million Dollar Speaker’s Group.

With over 30 years of real-world, frontline experience, Jeff’s advanced sales strategies spring from extensive research into the psychology of buying and selling. He teaches salespeople how to climb inside the mind of their customers to sell the way their buyers want to buy. Using these modern, game-changing techniques, Jeff Shore’s clients generated over $30 billion in sales last year.