How Top Sellers Rebound From Rejection Fast

Most salespeople quit at the exact moment they are about to win, and we break down the mindset traps that cause it. We lay out a simple path to mental fortitude in sales using identity, realistic expectations around rejection, and daily disciplines that build confidence. 
• patterns that sabotage performance after rejection and after a great week 
• the “you versus you” problem when nobody is watching 
• fear of rejection, fear of failure, and imposter syndrome as learned traps 
• building a sales identity and stepping into it on demand 
• setting expectations so “no” stops crushing momentum 
• treating rejection as a numbers game that leads to skill growth 
• iterating fast instead of quitting when it gets hard 
• building confidence through follow-through and self-trust 
• using lead generation feeders and referral frameworks 
• measuring and monitoring dials, calls, and outcomes with a long-term view 

If you want help with this, reach out to me at jordan@edwards.consulting
That's my email. 
There's no.com, no nothing. 
It's Jordan@edwards.consulting 
I'd love to have a conversation with you. 
And if you want to check out my website, it's edwards.consulting, and you can book a call on there. 

To Reach Jordan:

Email: Jordan@Edwards.Consulting

Youtube:https://www.youtube.com/channel/UC9ejFXH1_BjdnxG4J8u93Zw

Facebook: https://www.facebook.com/jordan.edwards.7503

Instagram: https://www.instagram.com/jordanfedwards/

Linkedin: https://www.linkedin.com/in/jordanedwards5/

Hope you find value in this. If so please provide a 5-star and drop a review.

Complimentary Edwards Consulting Session: https://calendly.com/jordan-edwardsconsulting/30min 

Transcript

Why Salespeople Quit Too Early

SPEAKER_00 0:00

Most salespeople quit at the exact moment when they're about to win. Today we're going to be discussing sales mindset, the mental fortitude, and resilience you need to be successful. So the way this is going to start off, guys, is I'm going to talk about a few things. I'm going to talk about what is actually sabotaging us, how we can build up that mental fortitude, and what are the daily disciplines that a lot of the top performers are doing. So let's jump into it. What's happening to us a lot of the time? There's a few patterns I see with a lot of the salespeople that I coach. It comes down to a few different things. One of the big challenges is after rejection, after they hear no, it breaks them down. It takes too long to come back and it becomes an issue. It's it's this really challenging thing of how do we get over this curve? And if you stay till the end, I'm gonna tell, I'm gonna tell you guys later in this episode. I'm gonna tell you how to overcome all these. I just want you to understand the groundwork of where we're at and really think about to your perspective, is this you? The second one that a lot of people struggle with is after a great week. Who's had a really good week and then just sat out? It's brutal. Why would you do that to yourself? You're building momentum, you're getting closer to the goals that you want, but then you think it's okay to take time off. You think it's okay to not

The Traps After Rejection And Success

SPEAKER_00 1:25

show up. You think it's okay not to be committed. And that's not where I want you to be. I want you to be close to what you're trying to do. The third thing that a lot of salespeople struggle with is when no one is watching, when no one's there, when no one's showing up, when it's just you versus you, which in entrepreneurship, we know that a lot. In higher level sales, it's just UV U. No one's checking on you. You decide how you're gonna show up. And then the last one, and there's a couple more. I'll throw in some bonus ones that we might have because I want to see where people align. Is when does the emotion hit? When does life start lifing? When do things start not going your way? That's when a lot of these challenges hit. That's when it becomes hard to do the sale. That's when we don't come become convicted with it, because we're juggling these challenging parts in our life. The other big patterns that I see a lot of are fear of rejection, fear of failure, imposter syndrome, and it's that it's just a trap. All of this is a trap. I just threw seven different things that a lot of people struggle with that are just traps. So, how do we actually build the mental fortitude? What do they do? I'll tell you what the top people do are a few things. One is they label an identity. They start, and this is what I do with a lot of the people I work with. They start with an identity, they start to see who they really want to be. Meaning, let's say you're in insurance sales, it would be what does insurance Jordan look like? What is the top insurance broker look like? What does an insurance agent do differently? And you want to start looking at that. Or maybe it's real estate, right? What is a real estate agent who's exceptional? What does an exceptional person do? Do they show up when they say they're gonna show up? Do they follow through? Are they proactive? Are they creating? Yes. And so now you start to label that identity. And I want you guys all to start to think about this

Identity First: Become The Seller

SPEAKER_00 3:40

because of who you want to become, you have to start to label that identity. Where is this gonna land for you? Who are you gonna be with this identity? And start to ask yourself the question of like, where do I see myself? When do I see myself having this? What is this even, what does success even look like for me? And start to label these things. And maybe it's insurance Jordan, or maybe you give it a nickname, whoever it is, you have to build that sales identity so that you don't fault back to the old version of yourself, the old person. It's very hard for us to carry both. So we might as well do one or the other. And when it's sales time, you gotta step into that identity of who you want to become. The second major thing is expectations. How many of us have expectations that everybody I talk to is gonna be a deal? Everybody I speak with is gonna be a done deal. They have to be. No. No. Look up to the top salespeople, the highest ones, the biggest, the biggest successes. They all have the most rejections. They have handled the most failure in their lives. And I want you to start to realize that the failure is just the piece, just a little piece of getting on the other side. And the more failure you face, the further you're gonna get. So let's discuss this. Because I had David Meltzer on the podcast and he actually talked about it. He would figure out his numbers of how many sales he'd have to get and how many no's to actually break

Reset Expectations About Hearing No

SPEAKER_00 5:20

even. And what he started to realize was that every for every 20 no's, he would get a yes. Meanwhile, the expectation in his head, I'm looking for 20 no's. Every no I get is closer to the yes that I'm looking for. And the thing you start to realize there is there's two things going on. One, you set this expectation of, okay, I'm not gonna be disappointed when things don't go my way, because it's gonna start to go your way. And then the second thing is as you take more calls and as you talk to more people, your skill set's gonna rise. So maybe it's not one in 20 anymore, maybe it's one in 10. But you still have that 20-person buffer so that you're not disappointed. Because a lot of the big issue that I see with a lot of clients that I work with, they're very short-sighted. They'll go, hey, this week I lost five deals. Cool. What about in the month? In the whole month, I closed 15 deals. So do the five that you didn't get matter? Yes, of course they matter. And if your skills your sales skills involve and elevate, yes, you'll be able to get closer to your goals. However, let's be real here. Like you're looking at this in way too short for short of a frame. The third thing that a lot of great salespeople do is they don't give up. They don't give up if it's tough in the beginning. They don't give up when they're struggling, when they're challenged. Because what they're actually doing is they're measuring and monitoring what it takes to improve. They're iterating. Meaning the more sales you do, the more you're gonna see. Oh, when I call the the when I call the client an idiot, they're probably gonna hang up the phone. And they didn't like that. That you really only have to learn that lesson once. When I present things this way, they say yes. And that's all testing. And so now you guys know what the fears look like in the beginning. And some of us still carry those. We all carry those at some point. Now we know what some of the top guys are doing a little bit differently to build that mental fortitude. Now, what's the daily discipline look like? What are we doing daily? Brad Lee came on my podcast and he shared with me how do you build

Don’t Quit: Iterate Your Approach

SPEAKER_00 7:40

confidence? And he told me that confidence is built through doing what you say you're gonna do and following through. The more you follow through with what you say you're gonna do, the more trust you're gonna build. What that means is that I want you to start building a lot of trust with yourself. I want you to follow through on what you say you're gonna do. You say you're gonna do something, you do it. You tell a client, hey, I'm gonna reach out to you, you do it. I'm thinking right now of someone that I had, I was the salesperson, I was being sold, and they said they were gonna do something and they didn't do it. I think less of them. I think less of them as a salesperson because a salesperson does what they say they're gonna do. And when we do that, we follow through and we get closer to who we want to be and we become more confident. And that's what it takes. The second thing a lot of elite salespeople are doing is they run through frameworks and they think of mental models for themselves so that they can get to where they want to go, right? So they have feeders. You want to have different lead generation opportunities so you can figure out different ways that you connect with people, that you get people to book calls

Confidence Comes From Follow-Through

SPEAKER_00 8:50

with you, however, it is, whatever the business model is, you want to figure out a couple of different ways so that you're always getting reps, you're always conversing, you're always in the game, you're always involved. And I want people to start to realize here that it's not so much, oh, I gotta be sale, sell, sell. That's not it. Sometimes it's how can I make this sale into seven sales? What is that? That's a framework for referrals. That's each person I meet, I want them to be referring people to me. I want them to be helping people. I hope that I'm so exceptional that they can refer people to me. That would be incredible. The other thing that a lot of them do is they measure and monitor. You have to measure and monitor what you're doing. If I ask someone, hey, how many sales calls you take this week, or how many dials you make, or how many people you speak with, and they go, I don't know, then we got an issue. Like that's not gonna get you closer to your goals. The greats know exactly where they're at. Always. You must always know where you are at. Because if you don't know, then no one knows. And you're definitely not gonna hit the goals that you want to do. So I want you to realize this that it takes time to do this, and also you have to have a long-term vision for yourself. Don't

Frameworks For Leads And Referrals

SPEAKER_00 10:10

give yourself three days and try to figure it out. No, give yourself three months or two years. Regardless. The last thing I want to leave you with is that when building in sales, when overcoming a lot of these things, these are skills that you'll have for the rest of your life. Sales is everywhere. It's omnipresent, it's always things you do. You want to ask the attractive girl out, that's a sale. You want to go out to dinner with your buddies, that's a sale. You want to go and hang out with people, that's a sale. You want to invite people to an event, that's a sale. These are all sales. Some of the sales feel smaller, but they're all sales. And I want us to realize that the more we get into this framework and the more we understand who we are and what we are and what we're doing, the more that we're gonna be able to accomplish the things that we want to. Accomplish the dreams that we're actually looking forward to. And on the other side of our dreams is a little bit of fear. I'd say it's totally worth it. And the last thing I want to leave you with, PPS. I can only give out so much value. The last thing I want to leave you with is when you truly think about it. As a child, did you have fear of rejection? No. That's a learned behavior. Did you have fear of failure? No. That's a learned behavior. So I want you to realize that you can unlearn these things and you can learn new things that will help you get closer to your goals. You can learn these things that are going to help you create the lifestyle

Measure The Work And Think Long-Term

SPEAKER_00 11:45

you want. And if you want help with this, reach out to me at jordan at edwards.consulting. That's my email. There's no.com, no nothing. It's Jordan at edwards.consulting. I'd love to have a conversation with you. And if you want to check out my website, it's edwards.consulting, and you can book a call on there. And we can dive a little bit deeper and I can learn. And I can, and we can start to see if I can help you. If I can't, I'm going to try to point you in the right direction. So it's no harm, no foul. I appreciate you all, and I hope you have an incredible, incredible day.