Some people aren’t into the idea of rejection but actually, there are positive reasons why getting a no is not such a bad thing. Francisco Terreros is a co-founder of Felkrem, a full-service sports marketing agency focused on two core services. First, they represent professional footballers/soccer players in their careers both on and off the field, and secondly, they sell brands and reach the players’ demographics through sports and marketing. They are FIFA agents and marketers who do sales every day. The sell to parents and kids they want to sign to their firm as well as to teams and sponsors. They are selling their experience as sports marketers to brands who want to capitalize on their understanding of how to navigate and reach their target demographics. Their company is surviving, thriving, and growing rapidly despite the competition in the industry. Felkrem is dealing with the athletes' professions and their dreams. Getting no as a sales rep Sales reps have been in this situation once or twice in their careers as salespeople. It’s difficult to hear the rejection, and much more difficult to accept it. But why do we get a no and why is getting a no not such a bad thing? A seller’s job depends on his ability to get a yes, so naturally, a no for an answer is a hard pill to swallow. Lions are the kings of the jungle. It’s their natural instinct to turn their chase into actual food. They have their hunting strategies matrixed down that when the prey gets away, they don’t just give up. They walk and find another kill. They also don't necessarily go for the biggest and the fastest one. They change their game occasionally and go for something else. As sellers, we need to think like lions. It is our instinct to turn the potential sales opportunities into yeses. Our game must also be matrixed so that when we hear no, we don’t walk away dejected. Instead, we walk away with a new plan in our head. We should learn to walk away and get the next one. We need to understand that no is part of the process and it’s going to help us figure out what we must tweak to get the yes. Overcoming this is a hard job because our lives depend on the yes. ‘ The sales process is a numbers game and our closing rate of yes comes before several nos. Your sales career will change once you realize that and calculate how many nos you need to get a yes. Simply put, a no means one step closer to the yes. Back to the beginning We must all begin learning the basics before we become successful in our craft. Cisco got an internship with the sponsorship department in a major league soccer team in his area. He was assigned to support the sponsorship team. He took pictures of activations, set up banners in the stadium, and met with clients at the game to let them into the gate. He was a secretary but he needed to be more. He started coming in two hours before his shift and observed. With his notepad in hand, he listened to the sponsorship guide sell and he took notes to understand the process. Weeks later, he asked for more and he was given a list of people. He started calling and calling and got zero yeses. Years later he realized that all those nos taught him something since they got him closer to the job. The nos helped him understand himself and his techniques and what he needed to do to change the no into a yes. Cisco wouldn’t have been able to understand that it’s all a system and a process if he didn’t start with the basics. The hungry lion The analogy of the lion is perfect for this subject matter. After missing their prey for a couple of times, a hungry lion is more zealous than ever to catch another one. A hungry lion is persistent and patient in an intelligent way, not in a...

Ask this episode

“What did the council decide on item 42?” — answered with the speaker and the moment.

Transcript

Related