Go For No Fenton and Waltz Yes is the Destination… No Is How You Get There!!! Go for no • “I’m just curious, what did the customer say no to?... How do you know what they would not buy?” The customer was not finished spending… The salesman was finished selling! • The “fear” of hearing “No” is the only thing standing between you and greatness! • You are Two letters from greatness… • N and O!!! Go for no Success ME Failure • This is how most people think you move toward success… By moving away from failure – Always try to avoid failure! Go for no • But in reality “failure” is the half way mark in the road to success… Failure is not to be avoided but used as a stepping stone toward success!!! ME Failure Success Go for no • Kids know how to take NO in stride as they move towards success… • Billy: Can I have a cookie, mommy? • Mom: No • Billy: I want a cookie. • Mom: No. • Billy: Please? • Mom: I said no! • Billy: Pretty please with sugar on top? • Mom: No, No, No! • Billy: Why can’t I have a cookie? • Mom: Because I said so! • Billy: But why? • Mom: Listen to me young man, I’m not gonna say this again… No!!! • Ten Seconds Later… • Billy: Mommy I want a Cookie! • Mom: Ok, for heavens sake, just one! Go for no • No is the difference between massive success and mediocrity or failure! • “Do something every day that scares you!!!” • Remember: Your comfort zone is never static – It’s always expanding or retracting! Getting bigger or smaller – Shrinking or growing! • Remember: Your willingness to hear and take no got you to where you are in life and what type of life you have!!! Go for no • Remember: A willingness to fail means you will tolerate enough failure to get you what you need from life, and no more… • A wantingness means you’re not tolerating the No’s in life, you are seeking them… Go for No!!! Goal Setting and “NO” • Why do most of us relax after hitting or coming close to our goals? • Its really a way of staying within comfort zones and avoiding the pain of rejection. • Most people classify the amount of pain they must endure to survive as necessary pain. Anything beyond that is unnecessary pain! That’s why we dodge extra effort! It’s unnecessary! Goal Setting and “NO” • Success breads laziness or more success! It depends on your view of no… Get No Get Rich! Get Rejected Get Rich! • Example of Retail sales: 85% never even ask or are given a chance to say No!!! (Pg. 94) • Don’t take yourself out of the game! When you’re hot, stay in the game… To get hot, stay in the game! • What is your failure quotient? How many time are you willing to fail before succeeding? How many times are you willing to get knocked down and get back up? (Rocky) (Pg. 52-53) Goal Setting and “NO” • Success requires, demands us to become NUMB to NO! • Remember: Yes is the destination but No is how you get there!!! • 80% of all salespeople don’t make it through their first year for the simple reason that they failed to make enough calls… Nothing else! They just did not make enough attempts!!! • Many have enough skills, most never spend enough time applying them! Goal Setting and “NO” • Remember: To find gold you have to move the dirt… Move lots of dirt and move it fast! • No doesn’t mean never… It means NOT yet… So keep going!!! • 44% quit after 1st No. • 22% quit after 2nd No. • 14% quit after 3rd No. • 12% quit after 4th No. • But 60% of all customers say No 4 times before buying! Goal Setting and “NO” • Remember 92% of all salesmen never ask for the 5th No and that’s when 60% of the clients say yes! • The final stage to massive success is to learn to get No’s exponentially!!! • Remember: Massive success requires multiplication of effort… Massive success requires massive failure… Help others learn to go for NO!!! Bill on go for no… • Fear of Rejection • A. Others • B. Self • How do you view, see, process “No”? • A. Fishing • B. Sports • C. Date/Dance • D. Test • E. Prayer Bill on go for no… • How do failures/losers/victims see failure? • How do successful/winners/owners see failure? • All see it as a way of life… The way it is… But the key is how they handle it and how they process it and how they respond and react to it!!! Bill on go for no… • Learned Helplessness VS. Learned Optimism • As a Hammer VS. As a Book • As a chance to quit VS. As a chance to recommit • As what happens to only them VS. As what happens to everyone • Everyone learns to expect and accept failure… But what is the difference??? • It’s all about Attitude… GO FOR NO!!!
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