How To Be (Almost) Completely Fearless When It Comes To Sales And Rejection

Here’s a short list of things I’m afraid of:

• Our Yorkie getting into the chocolate Hanukkah gelt
• The Lakers trading Lebron James
• That I’m never going to hit a hole in one on the golf course. Or even worse, I do hit a hole in one, but I’m golfing alone!

Two things you don’t see on that list? Making sales or getting rejected.

And – not to toot my own horn – but … I think my fearlessness when it comes to sales and rejection is a big part of Neutech’s success.

“Rejection” is the monster under the bed for many entrepreneurs. It keeps you from picking up the phone, reaching out to potential clients, or pitching your product.

But here’s the hard truth: if you let that fear control you, it will hold your business back. Period, end of paragraph, end of story.

Success in entrepreneurship is about more than just building a great product; it’s about getting out there, making connections, and yes, facing rejection head-on.

Yes, you need to actually talk on the phone.

Many of us Millennials and Gen Z folks do our best to avoid direct communication. And I get it! Asynchronous communication like text, emails, and DMs can feel more convenient. But when it comes to making sales and building relationships, nothing beats picking up the phone.

There’s a certain magic in voice-to-voice communication that you just can’t replicate in a text – no matter how many emojis and gifs you use. It’s more personal, more immediate, and more effective at building trust.

If you’re on a video call, you can communicate more of your personality with the books and art behind your desk. If the person you’re talking to has a Star Wars poster behind them, this is your chance to drop “Your focus determines your reality”  into the conversation and see if they get the reference.

I know that calling someone – especially cold calling! – can be intimidating. What if they say no? What if they think you’re pushy? OH GOD WHAT IF THEY HANG UP ON YOU???

Here’s the thing: those fears are normal, but they’re also holding you back. The key is to push through them. It’s like my dad always said, “Just pick up the phone. You’re stuck in analysis paralysis!” You’d be amazed what happens when you do. Sure, you might get rejected a few times—maybe even a lot of times—but you’ll also find opportunities that you’d never have uncovered otherwise.

Sales calls are easier if you know what to talk about.

It’s a lot easier to be fearless on sales calls if you view them through the lens of “seeking information” rather than “making a sale.” You are simply seeking information to see if you and your services / products are a good fit for this person. That’s it!

I don’t believe in memorized sales call scripts; I like to see where the conversation goes. That being said, I do have a list of questions I like to ask. I usually phrase these in a slightly more  conversational way than what you see below, but I wanted to share the core question I’m seeking answer on any given sales call.

What is the core problem or need your project is addressing?

This helps me understand the project’s purpose and the specific challenges the client is facing. It also helps us build them a Minimum Viable SELLABLE Product, not just another MVP nobody asked for.

What are your primary goals and success metrics for this project?

Knowing their goals and how they measure success gives me insight into what outcomes are most important to them. Do they want to disrupt an outdated industry? Make 8 figures? Build something they can sell in a year?

What is your budget and timeline for this project?

This ensures their financial expectations align with our pricing and that the timeline is realistic for the scope of work. Reminder: using our Neutech Wave approach means we can build you an MVSP in 3 – 4 months!

Have you worked with a tech outsourcing agency before? If so, what was your experience?

Understanding their past experiences helps me tailor my approach and address their concerns.

What existing systems, tools, or technologies do you plan to integrate or use in this project?

Knowing this helps me assess compatibility and the complexity of the project.

The problem with perfection

One of the biggest mistakes I see new entrepreneurs make is waiting too long to put themselves out there. They spend months (or even years!) perfecting their product, making sure every line of code is flawless, every pixel is in place. And while there’s something to be said for a polished product, the reality is: you can’t wait until everything is perfect to start selling. Click To Tweet

I’ve worked with plenty of founders who fall into this trap. They build an incredible MVP, but they’re afraid to show it to anyone because they think it’s not “good enough” yet. But here’s the truth: your product will never be perfect. There will always be something you can improve. But if you wait until it’s flawless, you’ll never launch. Click To Tweet

Sell first, build second

So, what’s the solution? Sell first, build second. This might sound counterintuitive – how can you sell something that doesn’t exist yet? But this approach is about more than just making a quick buck. It’s about validating your idea, understanding your market, and building something that people actually want.

I had a client once who had been iterating on their product for years. They had users, sure, but they weren’t generating any real revenue. When they came to me for advice, I told them to stop worrying about funding and start focusing on sales. “Build a feature that drives revenue,” I said. “Go talk to your target audience, ask them what they want, and then build it.”

It’s as simple as that: When you start driving revenue, everything else—funding, partnerships, growth—will fall into place. Click To TweetBut it all starts with taking that first step and not being afraid to put yourself out there.

You are not a scam artist.

Whenever I tell entrepreneurs to sell before they build, I hear “But isn’t that dishonest? I’m not a scam artist.” This is where the fear of rejection rears its ugly head again – it’s not just about being afraid of a “no.” It’s about being afraid of being perceived as untrustworthy.

Here’s the deal: selling before you build isn’t about lying to your customers. It’s about gauging interest, understanding what people want, and making sure you’re not wasting your time building something nobody needs. Click To TweetYou’re not selling snake oil—you’re selling potential. And as long as you follow through and deliver on your promises, there’s nothing dishonest about it.

Think about it this way: you’re doing your future customers a favor by making sure you’re building something they actually want. If you wait until you’ve poured months or years into development before getting any feedback, you’re risking building something that’s completely off the mark.

By selling first, you’re involving your customers in the process, making them a part of your journey, and ensuring that what you build is exactly what they need.

The only way out is through

The only way to overcome the fear of rejection is to face it head-on. It’s like building muscle—the more you use it, the stronger it gets. Start by setting small goals. Maybe it’s making one sales call a day or reaching out to five potential clients a week. Whatever it is, just start. You’ll find that with each action you take, the fear dwindles.

Entrepreneurship isn’t for the faint of heart. It’s lonely, it’s challenging, and it’s full of rejection. But it’s also one of the most rewarding paths you can take. The key is to keep moving forward, to not let fear dictate your actions, and to remember what my good friend Alexa Curtis always says,  “a no today is a yes in two years!”

Ready to conquer your fear? 

If you’re ready to take your business to the next level, it’s time to stop letting fear hold you back. Whether you need help building a product that sells or just getting the courage to pick up the phone, I’m here to help. Let’s turn those rejections into opportunities. Grab a spot on my calendar and let’s chat!

P.S. I talked more about this on a podcast interview with Elijah Murray. If you’ve got a podcast about business or tech, I’d love to be on it!