It's not that your team doesn't know how to sell. It's that they don't dare to.

It's not that your team doesn't know how to sell. It's that they don't dare to.

And there's a solution for that.

The Plan That Didn't Work

Jia Jiang wanted to be an entrepreneur. He decided to leave China and fly to the land of opportunity: the United States.

Excited, he created a business plan for an app called Hooplus. He dressed up, combed his hair, met an investor in Austin, Texas, and presented his big idea.

The result? He got shot down.

And that's when the noise in his head started. The kind that makes you replay the whole conversation over and over.

"Am I not good enough? What if I can't make it in this country? What if I'm missing something?"

Because sometimes you don't feel like your idea was rejected. You feel like *you* were rejected.

100 Days of Rejection

One day, Jia stumbled upon a strange card game. It was called "Rejection Therapy."

And it was very simple. Little cards with challenges that would most likely end in rejection.

• "Ask for a discount next time you buy something."
• "Challenge a stranger to Rock, Paper, Scissors."
• "Offer to pay for someone else's order."

What do they have in common? They all end with someone telling you no.

So he decided to do what we all should do with our worst fears: confront it by living it. And stop running away.

He set himself a challenge. 100 days of rejection. He forced himself to seek a daily no. Literally.

He started by asking a stranger for 100 dollars. They said no. He asked for a hamburger refill. They laughed. And they said no.

But something changed in him. Now his goal wasn't to get what he asked for. It was to build a callus against rejection.

Then he asked to speak over the loudspeaker on an airplane. They said yes. He asked for a donut shaped like Olympic rings. They made it for him.

This went on for 100 days. Sometimes he succeeded, sometimes he didn't. But he achieved something great: today Jia can ask for what he wants, because the fear of rejection no longer rules his life.

Why It Struck Me

His story inspired me. Because I saw myself reflected in it. Because I, too, stop asking for things for fear of being told no.

Today I'm sharing something I've learned the hard way.

In many teams, the problem isn't a lack of commissions or techniques. It's fear of rejection.

They prefer not to stir things up. Not to ask too many questions. Not to offer something different.

And that way, they don't get rejected. But they don't stand out either.

You can give them more techniques. But if you don't train their relationship with 'no,' nothing changes.

How to Train It

Just like Jia: by exposing themselves in small, frequent doses. One uncomfortable question per visit. One additional proposal per week. A follow-up they wouldn't normally do.

Not to collect rejections, but so that 'no' stops being a personal threat and becomes information.