Sales Presentation Skills That Get You To "Yes" Faster
In this episode of the Sales Gravy Podcast, Jeb Blount talks to renowned sales experts Richard Fenton and Andrea Waltz about their “Go For No” approach to embracing rejection in sales. They discuss how the fear of “no” sabotages sales presentations and what salespeople can do to deliver more successful and engaging presentations that get them to “yes”.


The fear of failure and rejection can sabotage sales presentations and affect performance.
Embracing rejection and understanding its value can lead to more successful sales presentations. The "Go for No" strategy involves intentionally increasing failure rate and using each "no" as valuable data for growth.
Preparation and structure are essential in delivering compelling sales presentations. Improvisation in sales presentations can come across as unprofessional or unprepared. Don't just show up and throw up.
Storytelling is a powerful tool to engage the audience and connect with them on a deeper level. Sharing stories about overcoming challenges and how your solution helped can capture attention and emotions.
Losing your place or stumbling over words during a presentation is common, but maintaining composure and smoothly continuing is key.
Well-prepared presentations instill confidence in the salesperson and engage the audience more effectively. But it's important to bring passion and authenticity to sales presentations rather than striving for perfection.


The Fear Of “No” Derails Sales Presentations
In the dynamic world of sales, where each presentation is an opportunity to forge valuable connections and secure vital deals, a formidable adversary often lurks in the shadows—the fear of failure and rejection. It's a sentiment that frequently courses through the veins of salespeople, affecting their confidence and ultimately their performance. This fear, while entirely human, can become an insidious obstacle to delivering compelling sales presentations.

But here's the paradox: it's precisely this fear, when understood and harnessed, that can catapult a salesperson from mediocrity to mastery. This podcast delves into the heart of this challenge, exploring why salespeople often grapple with the fear of rejection and failure, how it affects their ability to engage their audience, and most importantly, why embracing this fear can be a game-changer in the competitive world of sales.
What Is “Go For No” All About?
The concept of "Go for No" is about intentionally increasing your failure rate and intentionally hearing "no" more often. The idea behind this is that when you embrace rejection, it paves the way for more "yeses" to come.

However, this doesn't mean that you should simply keep hearing "no" without making any improvements or using the feedback from those rejections. It's important to treat each "no" as valuable data for growth. For instance, you can set goals based on the number of "no" responses you aim to receive, and actively seek out opportunities to hear "no."
Don't Show Up and Throw Up
In the world of sales presentations, there's a phrase that often rings true: "Don't show up and throw up." It's a cautionary mantra that reminds salespeople of the importance of preparation and structure in their interactions with potential clients. Showing up unprepared, with no more than a vague idea of what to say, can lead to a meandering and unconvincing pitch. Instead, successful sales presentations require careful planning.

Salespeople should have their notes ready to go, create a basic outline for the conversation, and prepare specific talking points. While improvisation might seem like a way to appear more "natural," it often results in coming across as unprofessional or unprepared. A well-prepared presentation not only instills confidence in the salesperson but also engages the audience more effectively.

And the truth is, when people speak without preparation,