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In The Sales Arena

Welcome to "In the Sales Arena" with Jim Jacobus ...

This podcast provides real world strategies, tactics, sales skills and mindset to build the sales career, and life you want! Jim Jacobus has spent the last 20+ years designing, developing and delivering sales and sales management programs for elite organizations like PricewaterhouseCoopers, Halliburton, Akzo Nobel, IBM, XEROX and many more.

In this podcast Jacobus shares the best of the best from the 1,000’s of days and 10’s of thousands of hours spent working with outstanding sales teams literally all over the world! Want more from your sales career and your life? This is the place to be!

May 3, 2019

This is a reprise of one of our most popular episodes. We trust you will enjoy it ... 

Dealing With “NO”!!! 

Welcome – we have wrapped up our series on what it will take to be a sales master in 2015. Today we are going to take a step back from the strategic and tactical and discuss an important mindset! How do we handle the word NO!!! It will dictate how far we can go in our sales careers!!!

To deal with “no” effectively there is an important continuum to understand … beliefs, thoughts, actions, habits, character and legacy! To change how “no” effects you we have to look at what you believe and think! We have to see it in a new light! First we have to understand that this is something every sales rep goes through to some degree.

Too often we conjure up the most negative connotations of “no” …



·      Not now, not ever


·      I hate your company!


·      I hate your product/service!


·      I hate you!


·      You are incapable, stupid, ugly, an idiot!


·      You are unworthy of anyone ever buying a product from so you are going to be broke, hungry and destitute as a sales person!




We have to be adept at calling up some other, more positive, ways of looking at it like:


·      Something they tell even the best sales pros!!!


·      Not right now


·      A negotiating technique


·      An opportunity to reflect


·      You haven’t helped me see the value!


·      Thank you for the $500 bill!!!




So, What do we  do?


Learn, learn and learn some more – that builds skills and confidence!


Know your numbers – thanks for the ???


Find some people to listen to or read who are positive!


Find a mentor or a coach to walk with you through it!


Find someone you can mentor or coach!!!


Don’t quit!!!!!!!


One day you will find yourself --- SWSWSW Who’s Next!




Sales Tool Of the Week – Brian Tracy – The Psychology of Achievement


Quote of the WeekIf you aren’t getting rejected on a daily basis then your goals aren’t ambitious enough”! Chris Dixon