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My buddy changed my entire approach to sales rejection with one sentence that flipped everything I thought I knew.

He does cold calls for his business.

I asked how he deals with all the rejection.

He said: “I look forward to people hanging up on me. It gets me to the next person who might actually be interested.”

Boom.

He wasn’t avoiding rejection, he was hunting for it.

Because every “no” was one step closer to “yes.”

What Most People Get Wrong About Rejection

Here’s what most people get wrong about rejection:

• They take it personally when it’s just data.
• They slow down when they should speed up.
• They let one “no” poison the next ten conversations.

But rejection isn’t about you.

It’s about fit. It’s about timing. It’s about them, not you.

The fastest way to find your “yes” is to collect your “no’s” as quickly as possible.

Don’t avoid rejection. Embrace it.

It’s the most efficient path to what you actually want.

How to Turn Sales Calls Into Consultations

One of the best ways to lead sales calls is to treat them like mini consultations instead of sales calls. This is called consultative selling.

And you can even start this consultation through your social media content, then continue it on sales calls.

Instead of pitching from the start, you diagnose first. You ask questions. You understand their situation before you offer solutions.

Here are my two favorite questions for sales calls:

My favorite opening question: “If we decided to work together, what results would make you say, ‘This was 100% worth it’?”

This gets them thinking about outcomes, not price. It helps you understand what success looks like to them.

My favorite closing question: “Other than price, what would stop you from moving forward now?”

This surfaces real objections instead of hiding behind budget concerns.

Remember: You Have Standards Too

It’s tempting to accept every client or customer that shows interest. But the truth is, you should have standards for who you serve, just like they have standards for who they hire.

You don’t have to say yes to everyone.

Focus on the people you’re excited to support and confident you can deliver real results for. 

It’ll make your work more meaningful, your results more impactful, and your business far more enjoyable.

Chat soon,

Terry

PS: Ready to build systems that convert? If you want to turn rejection into revenue—and use my AI-powered coaching system to grow a business that runs with clarity, confidence, and results—just reply to this email or click here to book a free call.

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