Not many people enjoy hearing the word “no,” but those who can work past it—and correctly reframe it—create the context for the “yesses” that truly count. We’ll discuss that in our Thought of the Day. Later in our interview segment, we’ll chat with Andrea Waltz, who does a magnificent job helping people to reframe those “no’s.” In fact, she’ll even show us how to GO for No! That and more in this episode.
Bob’s Thought of the Day
- There are certain things in life that are nearly universal, and one of them is that almost no one likes to be told no. Whether you’re looking for funding for a startup, asking a person out on a date, or presenting your product or service to a potential customer, you always want to hear yes. When someone tells you no, you feel rejected.
- Everyone who has been through basic sales 101 training learned that you can’t take no personally because people are saying no to your idea, not to you personally. Even so, being human, it hurts to be told no.
- However, no is a part of life. In fact, what knocks many great potential entrepreneurs and salespeople out of business is NOT hearing the word no. It’s believing that they are the only ones hearing no, especially when they only see others who have obtained the success they want. But they don’t see all the no’s those people heard on their way to their eventual yesses.
- If you’re going to be successful, you will hear the word no over and over again. You’ll learn from many of those no’s and make adjustments that get you closer to a yes. Sometimes a no will result from speaking to the wrong person at the wrong time.
- Assuming that you have a viable product or service, and that you know how to present it, you’ll be able to work past the no’s to obtain the eventual yesses.
Interview with Andrea Waltz
- Andrea talks about the need for an entirely new mindset about the word no. Instead of running from it, we must embrace it. Most people have been trained to avoid the no’s, but we must take the opposite action and embrace them.
- We’ve all been taught to set “yes” goals. When we hit a yes goal, we tend to slow down or stop. Instead, set a goal for the number of no’s you want to hear. Focusing on the no’s will change your behavior and help reduce the fear of receiving no’s. As a result, you will enjoy the process more and increase your opportunities.
- Sales is not only a numbers (intellectual) game, it’s also an emotional one. “No” goals help you be detached from the outcome, and you feel less pressure to get to a yes. Yes is still the destination, it’s just changing the understanding of how you get there. It’s all about taking a negative reality and putting a positive spin on it.
- A great starting point is to be aware of how many no’s you are getting, and then setting a goal for the following week. If you feel a lot of anxiety about getting no’s, start with a goal of one no and build from there.
- How do you know when to accept a no and move on? Remember that it’s not about badgering people, it’s about having the right amount of persistence. Most salespeople give up way too soon. Persist, and consistently add value to people’s lives and businesses. And get their permission to check back later on. Then be sure to follow up with them.
- Go For No! Yes is the Destination, No is How You Get There book
- The Diamond Line book
- The Fear Factory book
- GoForNo.com/Notivation (Notivation monthly ezine)