November 27, 2024
Why I Stopped Chasing ‘Yes’ on Cold Calls (and Started Loving the Word ‘No’)
Cold calling. Let’s be honest – it’s not exactly anyone’s favorite activity. Most of us dread it because, well, who loves getting rejected?
I used to feel the same way. Every “no” felt like a punch to my confidence, and it was exhausting. But then, I discovered a simple hack that completely changed how I looked at rejection.
Spoiler alert: it’s not about avoiding “no” – it’s about embracing it.
The Real Problem with Cold Calling
Here’s the thing about cold calls: the pressure to get a “yes” can make you sound either too pushy or too desperate. And guess what? People can tell.
When you’re focused on just closing the deal, conversations start to feel forced. Your words might come across as scripted, and the person on the other end of the call senses that you’re not really listening to them.
Sound familiar? That was me – until I learned this game-changing mindset shift.
The Hack: Turn “No” Into Your Goal
Instead of chasing “yes,” I started playing a simple game:
I aimed to get 10 “no’s” in a row.
Yes, you read that right. My mission became all about hearing rejection – not avoiding it.
Here’s how it works:
- Set Your Goal: You’re not trying to close the deal. You’re trying to get 10 rejections back-to-back.
- Celebrate Each “No”: Every time someone says no, it’s a win. Why? Because it means you’re practicing, improving, and getting closer to a “yes.”
- Take Off the Pressure: With no pressure to succeed, you naturally become more relaxed and conversational on calls.
What Happened When I Played This Game
Let me tell you about one of my calls during this experiment.
Me: Hi, this is Travis from Dreamz Realty. Just letting you know, this is a cold call [insert a little laugh]. Can I have one minute of your time?
Prospect: Umm, okay, go ahead.
Me: Thanks! Quick question—when was the last time you thought about upgrading your workspace?
Prospect: Oh, we’re not really looking to change anything right now.
Me: Totally get that! But if I told you we could help you save on rent and get a better space for your team, would that be something you’d consider in the future?
Prospect: Maybe, but not anytime soon.
Me: No worries! I’ll let you go for now, but I’d be happy to send you some info in case things change. Does that work?
Prospect: Sure, why not.
Was that a “yes” to a sale? No. But it was a step forward – a seed planted for the future.
The Magic of This Approach
Here’s why this mindset works so well:
- It Takes Away the Pressure: When your goal is to get rejected, you’re not worried about sounding perfect or closing the deal.
- You Sound More Natural: Without the pressure, your tone becomes casual, confident, and friendly.
- You Learn Faster: Every “no” teaches you something about your pitch, your delivery, or what the other person values.
Ironically, by aiming for “no,” I started getting more meaningful conversations—and more unexpected “yes’s.”
Why This Hack Works
Most people fear rejection because they see it as failure. But rejection is just part of the process. It’s how you learn, grow, and get better.
Plus, when you stop chasing “yes,” you shift your mindset. It’s no longer about convincing someone to buy. It’s about having real conversations, understanding their needs, and building relationships.
Your Turn to Try It
Next time you pick up the phone, don’t stress about getting a “yes.” Instead, aim for 10 “no’s” in a row. Keep track of your rejections, celebrate them, and notice how your confidence grows with each call.
You might just be surprised by how many “yes’s” you stumble across along the way.
Cold calling doesn’t have to feel like a battle. Make it a game, embrace rejection, and see how it transforms your results.
What do you think? Ready to give it a try?
