In sales, the word “no” is not a verdict; it’s merely a signpost on the road to “yes.” Top performers know this, and it’s a mindset you can adopt instantly.
On a recent episode of Sales POP!, motivational speaker and sales expert Patrick Engasser—who built a thriving career despite being blind—shared his critical strategy for overcoming the inevitable sting of rejection.
Patrick’s core insight? Refuse to take it personally. Rejection is rarely about you or your value. It’s usually a mismatch of timing, budget, or need. Think of your sales calls like shuffling a deck of cards: every “no” you flip brings you closer to the “ace” that closes the deal.
Instead of letting a lost deal derail you, use two key tactics:
- Normalize the Loss: Expect rejection. It is the cost of entry for a successful sales career. If you’re getting “nos,” it means you’re actively doing the work.
- Analyze, Don’t Agonize: Step away from the emotion. Ask yourself objective questions: Was the prospect ready? Was my pitch tailored? Use that data to sharpen your technique for the next call.
Building resilience is about discipline, not feeling. It’s the conscious decision to view every loss as one step closer to your next win. Want more insights? Listen to the full episode and learn how to truly bulletproof your sales mindset.
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