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The Power of "NO"!
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Apr 12, 2023
The authors of the best-selling book, Go for No!, Richard Fenton and Andrea Waltz, join me live to talk about overcoming the fear of rejection and how to fail your way to success! We talk about their newest book “When They Say No” which is designed to give readers strategies for what to think, say, and do when they get rejected in sales. Come with your questions! This is sure to be a lively conversation! #failyourwaytosuccess #gofono #bestseller #salesstrategies Subscribe to the channel: https://www.youtube.com/@carenglasser Follow us on Twitter: http://www.twitter.com/carenglasser Follow us on Facebook: http://www.facebook.com/carenglasserlive Follow us on Instagram: http://www.instagram.com/carenglasser
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0:00
hello everyone Karen Glasser here and
0:03
welcome to the author Spotlight make
0:05
sure you say hi in the comments and tell
0:07
us where you are watching from today we
0:10
have a great show we have Richard Fenton
0:12
and Andrea Waltz joining us on the stage
0:15
they are authors of the best-selling
0:17
book go for no speaking internationally
0:19
and teaching business sales and
0:22
entrepreneurial audiences how to
0:23
overcome their fear of rejection and
0:25
Achieve extraordinary sales success by
0:28
hearing no more often their go for no
0:31
philosophies have been featured in
0:33
hundreds of online and offline
0:35
Publications including Inc magazine
0:37
Forbes Success magazine and many more
0:41
and just recently
0:44
they released a follow-up book called
0:46
when they say no which is designed to
0:48
give reader strategies for what to think
0:50
say and do when they get rejected in
0:52
sales and yes Richard and Andrea are
0:55
married welcome to the show
1:00
hey guys I'm so happy to have you on the
1:03
show Andrea you're you're a repeat
1:04
visitor Richard I'm thrilled to have you
1:07
on the show I'm a huge fan of you guys I
1:10
have been following you forever since
1:12
2010 when the book came out
1:16
um and it's reached it's been on the
1:17
best-selling list what for like 13 years
1:20
you know the top 50 and it's all about
1:23
failing your way to success and in fact
1:24
every time I was doing business and any
1:28
kind of business I would give this book
1:30
to my resellers because this is all
1:34
about how to say no right and and what
1:36
to do when you get that no
1:39
um if I'm gonna put some some comments
1:41
up as they come in hello Simone
1:43
thank you for joining us so let's just
1:46
jump in
1:48
your journey why why did you decide to
1:51
write a book about no I mean
1:55
why and it's and Karen it's even worse
1:58
than that not only did we decide to
2:00
write a book about no we've written two
2:02
books about no we've got two workbooks
2:05
about no and we've been built an entire
2:07
Empire of no all I wanted to say is no
2:12
then I think Meghan Trainor has a song
2:14
called no and I was gonna play it but I
2:17
realized they would like turn off the
2:19
sound so I didn't do that so no is a big
2:21
word and it's also a scary word right
2:24
it is nobody wants to be rejected we're
2:27
hard it's hardwired in our DNA to not
2:30
get rejected but I will turn to my
2:32
partner who I you know I'm really been
2:34
the face of uh you know I've been on
2:37
your show before I've been the face of
2:39
go for no and and so I like to joke that
2:42
I keep him hidden locked up in the
2:43
basement uh we don't have a basement but
2:46
if we did I guess that's where I would
2:47
have him locked up and so you need to
2:49
share why why why no well I have to tell
2:53
you I'm one of these people who is a
2:57
um
2:58
a a people pleaser I don't ever want
3:01
people to be upset with me I never take
3:04
chances and I was forced into a position
3:08
in sales working for my father in the
3:10
automotive industry
3:12
um I had no sales training I was just
3:14
literally thrown into it and I was just
3:17
an abject failure uh I I could look at
3:21
people's names in the phone book you
3:24
know prospects that I was supposed to be
3:25
cold calling on and I could tell just by
3:27
looking at their name in the phone book
3:28
that it was the wrong psychological
3:30
moment to interrupt them you know yeah I
3:34
had this I had this I I thought that my
3:37
message wasn't as important as whatever
3:39
else it was that they were doing I was
3:41
an interruption to their life and so and
3:46
so I did the only thing that any smart
3:48
person in you know that situation would
3:50
do I quit my job
3:52
moved moved all the way from Chicago to
3:55
Los Angeles and immediately took a job
3:57
in sales but this time I took a job in
3:59
retail sales I took a job selling suits
4:02
for a living and my general thought was
4:04
you know selling suits for a living in
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retail I won't have to go out and cold
4:09
call on people they'll just drive to the
4:11
mall walk into the store they'll tell me
4:13
what they want I'll go grab it and I'll
4:15
be this great success right how does
4:17
that worked for you Richard yeah well it
4:19
didn't so you can imagine my great
4:21
surprise when two months um uh after
4:24
taking this new job in sales I found
4:26
myself failing again uh and came to the
4:29
inescapable conclusion that it wasn't my
4:32
father or the car business or selling or
4:34
it was none of that or Chicago it was me
4:37
I had a fear of failure I had a fear of
4:40
rejection and I realized that if I
4:43
didn't do something
4:45
um soon it was going to follow me
4:47
wherever I went right and I had the
4:50
great great Fortune of having a district
4:53
manager come into the clothing store one
4:55
day and he watched me sell and he set me
4:58
straight and it was
5:00
um it was a great Revelation you know I
5:03
had this really big sale it was eleven
5:05
hundred dollars I was very proud of
5:07
myself
5:08
and
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um Harold walked over and said you know
5:11
nice sale kid and I went yeah did you
5:12
see that eleven hundred dollars and he
5:14
said yeah that was a nice sale and then
5:16
he asked me the question that would
5:18
change the course of my life he said out
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of curiosity Richard what did that
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customer say no to
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and I have to tell you Karen it really
5:25
upset me I got mad I'm like did you not
5:28
just see the sale I had that was eleven
5:31
hundred dollars that man bought a suit
5:33
sport coach shirts ties shoes I started
5:35
running through the list of everything
5:36
he said yes to and Harold said whoa time
5:38
out I don't want to know but he said yes
5:40
to I'm asking you what did he say no to
5:42
right and when I stopped being defensive
5:45
and I reviewed the sale of my mind I
5:47
realized wow that customer didn't say no
5:50
to anything every single thing I showed
5:53
him he said yes to and then Harold asked
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the other really great question he said
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well you know how did you know he was
5:59
done yeah how did you know he was done
6:01
shopping and the answer is really simple
6:03
I was a young guy I wasn't making a lot
6:05
of money I'd never gone into a menswear
6:07
store and spent over a thousand dollars
6:09
on myself right on a trip so the idea
6:12
that someone would come in and spend two
6:13
thousand five thousand ten thousand
6:15
dollars clothing yeah it was so far
6:17
outside of my Consciousness that I
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hadn't even considered it and then
6:21
fortunately he said you know I watched 2
6:23
sell kid and you're not half bad but
6:25
your fear of the word no is going to
6:26
kill you wow and then he said but if you
6:28
could just get over that he said I think
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you're going to become one of the great
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ones and I went home that night and
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thought
6:36
could I have been wrong all along I
6:37
thought my job was to get people to say
6:39
yes right is it possible that my job is
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to get people to say no more often yeah
6:43
and that the yeses will happen
6:45
automatically and easily and on the
6:48
right products or services that I don't
6:50
have to try to twist people's arms you
6:52
know I can just show more products and
6:54
and introduce more services and people
6:56
will take what they want and they want
6:58
what they don't and
7:00
um it worked were you were you guys
7:02
married at this point no no no this is
7:05
yeah this is this is earlier and uh I
7:08
did use that concept though in that
7:10
company to become an award-winning
7:12
salesperson a manager a trainer and then
7:15
I moved over to LensCrafters where I
7:17
became a trainer and that's where we met
7:19
wow and he told me that story and I I
7:23
thought it was such a
7:24
I had my own Tiffany right and
7:27
um when we launched our company uh after
7:31
we met we we realized we had all the
7:33
same philosophies and and uh launched
7:36
our business that story was one of the
7:38
central things that we would tell and so
7:40
that's why it ended up in the go for no
7:42
book I was gonna say I I we recall the
7:45
story as you were saying it I think I
7:47
heard that before but it is it really is
7:49
a game changer it's life-changing when
7:51
you finally figure that out because the
7:54
word no at least I've always thought is
7:56
the word no as being not now right right
8:00
and that and I told you that I actually
8:04
gave the books out but what I didn't
8:06
tell you is is that when I went to BNI
8:08
meetings and when I went to other
8:09
networking meetings I would do
8:11
presentations on this and I would tell
8:14
people you know put pennies in your
8:17
pocket or raisins or M M's if you're so
8:20
inclined but you might eat them and we
8:22
literally taught your way of doing it
8:24
and I have to tell you to person
8:25
everyone is like wow just changing your
8:29
relationship with the word no and it
8:31
makes sense guys the more no's you get
8:34
means the more yeses you're gonna get
8:36
oh absolutely and it's it's like a um
8:40
it's one of those Timeless truths it's
8:43
like the in and we use fail failure also
8:46
in place of the word yes and no so
8:49
failure and success you can look at it
8:51
that way even from an innovation
8:52
standpoint the more you are willing to
8:54
fail the more opportunities you have for
8:56
Success you've got to be willing to fail
8:58
and so um this applies to anything that
9:02
you want to do in life and business
9:05
across all Industries across all
9:08
Industries if you're just tuning in
9:09
right now we are talking with Richard
9:11
Benton and Andrea Waltz all about not
9:14
just go for no which I'm going to put
9:16
the book up right now if they if you
9:18
have not gotten this book guys go scan
9:20
this take your phone out just scan it go
9:22
pick it up because this is where it
9:24
started right so
9:26
you're really on here though to talk
9:28
about your second book and it's called
9:30
when they say no which is basically the
9:33
design to give the reader strategy so
9:37
took a long time to write this book
9:41
20 years
9:45
why well explain to the listening and
9:48
watching audience well well first off we
9:51
um we have a general philosophy and that
9:53
is that um publishing a book is kind of
9:56
like giving birth to a child a lot of
9:58
people think that you know that you you
10:00
publish a book you put it on Amazon and
10:03
uh and it sells on its own yeah
10:06
um and and uh and then after a year or
10:08
two it's not selling and then they
10:09
abandon it well you know you don't
10:11
abandon your kid you raise them to
10:14
adulthood so we took that we took an
10:16
approach with the go for Notebook that
10:18
we were going to stick with that message
10:21
and deliver that message and there were
10:24
seven billion people on the planet
10:26
um you know we figured that was enough
10:28
people we didn't have to have multiple
10:30
books but then something very
10:31
interesting happened and what happened
10:33
was we saw that there were two very
10:36
um distinct groups of people that we
10:38
would talk to and the one group would
10:40
say oh my gosh it's a numbers game I get
10:44
it increase the nose we'll get more
10:46
yeses right the second group of people
10:48
oh my gosh it's a numbers game I get it
10:51
but I can't do it
10:53
for whatever reason I have an emotional
10:56
issue with the word no or when I do hear
11:00
the word no I Stumble and I stutter and
11:03
I don't know how to navigate my way
11:05
through it right and so when we came to
11:07
the realization that there were these
11:09
two very distinct groups we said we have
11:11
to do more Strategic Training we have to
11:13
do more emotional and psychological
11:15
Based training and we have to provide a
11:19
few more tools for people who have who
11:21
have increased their nose but now they
11:24
want to know what to do next and so
11:25
that's when they say no that's how that
11:28
book came about great title and um
11:30
Simone's asking and I think that's
11:31
probably part of the difference is what
11:33
the difference is in teaching between
11:35
the book The two books the go for
11:37
Notebook is done like a story it's it's
11:39
actually like which is great it's easy
11:41
reading and you get through it is is
11:43
this book done as a story as well so
11:45
when they say no is not and because go
11:48
for no really to to kind of dig into her
11:51
question which is a great a great
11:52
question it's so much about the I think
11:56
the philosophy of failure and success
11:59
told through the Fable and
12:02
um just for Simone's benefit it's about
12:04
a guy who um
12:06
goes to bed one night he's an average
12:08
salesman he wakes up the next morning in
12:10
a fabulous beautiful house he discovers
12:13
that this house belongs to a future 10
12:16
years in the future version of himself
12:18
and he's wondering how did this super
12:21
successful me
12:22
come to buy this house and apparently
12:24
have all the success and it is through
12:28
some journeying and and some actually
12:30
talking to this future version of him
12:33
where he learns The Secret of go for no
12:35
so it's very much I think uh about the
12:38
philosophy and the concept there are a
12:40
couple tactical things but in when they
12:43
say no as Connor Richard was saying it's
12:46
very it's a lot more tactical it is what
12:48
to think say and do when you get no it
12:51
is
12:52
um a lot more like uh I think it's
12:54
almost like a recipe guide you know if
12:56
you get rejected you go like okay let me
12:58
flip through here and see what of these
13:00
41 strategies should I apply to this
13:03
situation did I really listen
13:07
um do do I need to be more accepting of
13:10
this is it time to say next and move on
13:13
and don't you know don't look back and
13:15
so that's that's really they're they're
13:19
um based in the idea though that you
13:22
need to fail your way to success is it
13:24
okay to say okay I've I've done it I've
13:27
tried I've gotten a gazillion knows it's
13:30
time for me to move on to the next
13:31
person is that what you're suggesting or
13:33
is there always a way to get that sale
13:37
um the answer is yes and no it is a
13:39
complicated it's a it's as complicated
13:42
an answer as there are people and people
13:44
are complicated
13:45
um all situations exist when we first
13:48
wrote go for no we had a very simple
13:50
attitude and that was when they say no
13:52
you say next in other words if someone
13:55
says no to you smile accept it move on
13:59
that was good advice in some certain
14:02
certain circumstances it was very bad
14:04
advice in other circumstances right you
14:07
know if you're if you're a girl scout
14:09
selling Girl Scout cookies door to door
14:11
and you knock on the door and say hi
14:13
would you like to buy Girl Scout cookies
14:14
and the person says no well you don't
14:16
want to sit and spend your time trying
14:18
to convince this person that they should
14:21
just say thank you and move on to the
14:24
next house because there's an endless
14:26
number of doors to knock on yes and so
14:29
when they say no you can just say next
14:31
unless let's say you sell airplane parts
14:34
to these six major airlines in the world
14:36
and and that's the only customers you
14:39
have there are six of them and all six
14:41
have said no to you well there ain't no
14:43
next there's no one else to go to and so
14:46
in those circumstances you have to treat
14:49
the quality of your presentation much
14:52
more importantly you have to have
14:54
certain relationship skills that you
14:57
don't have to have
14:58
um in other types of sales and so the
15:01
answer is yeah sometimes when they say
15:03
no it's just best to move along we even
15:05
have a saying that a a good no is better
15:08
than a bad yes
15:10
that's really that's a really good point
15:13
yeah when people might say yes it's
15:16
because they they don't want to hurt
15:18
your feelings but then when they leave
15:20
they cancel it right because they didn't
15:23
really want to do that John says follow
15:24
up with everyone at least once oh yeah
15:28
absolutely I would agree and um
15:31
he says the more knows the better I
15:34
agree with you Chris I agree with you as
15:36
well
15:37
um I had asked you before you came on
15:39
did you have some tips for everyone and
15:42
so what I'd like to do is I I gathered
15:45
some of them that you sent to me um and
15:47
first one was do you freeze when you get
15:49
a no unsure of what to say next
15:52
what do you do
15:54
yeah so um there's a couple things if
15:57
you do freeze uh and and it's common
16:00
because a lot of times we're not just
16:04
prepared with
16:06
um a really good strategy right of not
16:11
only what to say but also what to think
16:14
and in that moment the freezing is our
16:16
brain in kind of fear mode like uh oh
16:20
this wasn't supposed to happen What do I
16:21
do and many people
16:24
um they just turn and run metaphorically
16:26
it's like okay fine and it and they they
16:30
shut down and so uh the first thing you
16:33
want to do is is slow down
16:37
don't run
16:39
and immediately say to yourself what's
16:42
my next move how can I stay engaged now
16:46
this is
16:47
um if you're not doing the okay next
16:49
strategy like hey I'm going door to door
16:52
I'm just making call after call but you
16:55
want to make sure that you um and John
16:58
made the point follow up with everybody
16:59
so you want to build upon this note
17:01
right right so the idea is to think in
17:04
your mind what's my next move how do I
17:06
stay engaged with this person what what
17:09
great question could I ask in this
17:11
moment and there are a couple things and
17:14
again this is this is where the art of
17:18
of communication and sales comes into
17:21
play so you have a couple choices one
17:24
thing that you could do one thing that
17:26
you could say is uh you could say oh I'm
17:29
I'm kind of surprised because based on
17:32
everything that we talked about this
17:33
seemed like something that you wanted to
17:35
do now do you mind if I ask you what
17:37
made you say no and and so you could dig
17:40
into the why but sometimes maybe you
17:42
don't feel like doing that or it's not
17:44
appropriate or it's just bad timing you
17:46
just you gotta kind of read the room and
17:49
know what's going on with somebody so
17:51
maybe it's bad timing and maybe you say
17:53
just to let them go but to stay
17:55
connected you could say Okay totally
17:57
totally cool glad you made a decision do
17:59
you mind if I stay in touch with you
18:01
just to see if anything changes in the
18:03
future right really great really great
18:05
yeah so if you can have a couple of
18:08
those responses in your hip pocket right
18:11
uh and and in that moment just make sure
18:15
that you slow down in other words have
18:18
the mental visualization of of not
18:21
wanting or needing to run but to slow
18:23
down and give yourself just a moment to
18:26
breathe and ask that question to stay
18:28
engaged instead of letting fear take
18:30
over and running yeah I'm sorry I
18:34
usually just burst into tears and start
18:35
thinking
18:41
talking about goes into the second thing
18:44
you know your relationship with that
18:46
word no right it's the real test
18:49
um because so many so many of us I'm I'm
18:51
guilty of it you know you hear a word no
18:53
and you go you get that pit in your
18:55
stomach it's like well they don't like
18:56
me or why not or any of that thing
18:59
um the other thing that you say if you
19:01
set you know people think in their heads
19:03
if I sell I'm going to be rejected well
19:06
how do you reframe that
19:09
yeah it's you you literally have to
19:13
um do it enough to where you almost numb
19:18
yourself to know
19:19
and uh all great sales people who've
19:24
been who've been selling for a while
19:26
they you you see them and and you know
19:29
that the rejection just kind of rolls
19:31
off their back you know it's water off a
19:33
duck's back because they've gotten to
19:35
the point where they've they hear it so
19:37
much
19:38
um it's just part of the process and so
19:41
it's not a big deal it's at all yeah but
19:45
I I would I would say here that um you
19:48
know people say oh I don't wanna I don't
19:50
want to take a job selling anything
19:51
because I'll get rejected like you said
19:53
um
19:54
it would be like saying I don't want to
19:56
play baseball because I'll only get
19:58
three hits out of every 10 times I come
20:00
to the plate right right or because
20:01
sometimes I'm going to get I'm going to
20:03
strike out uh you know well rejection is
20:07
not the Rarity in sales it is the norm
20:11
being rejected having people say no to
20:14
you is the norm and some people I've had
20:17
sales people say to me like I close nine
20:19
out of every 10 sales so it's not the
20:22
norm for me well I got to tell you if
20:24
you're closing nine out of every 10
20:25
sales calls then you're going after some
20:28
real low-hanging fruit I was just gonna
20:30
say that yeah you're not going after a
20:32
big enough clients you're not going
20:33
after big enough companies or big enough
20:34
sales and so generally speaking and this
20:38
is it's all it's always different for
20:39
different Industries but you know
20:41
batting 300 in in baseball will get you
20:44
into the Hall of Fame
20:46
hitting 300 or closing 300 you know 30
20:49
percent of your sales in sales will get
20:51
you into the sales Hall of Fame right
20:53
and if that's the case then we should
20:55
start from the position that most people
20:57
will say no
20:58
and if that's the case then you have to
21:02
know how you're going to handle it when
21:03
they do that's why we wrote the second
21:05
book is because it's going to be the
21:07
norm not the exception I love that I I
21:10
love that and I guess it just leads me
21:11
into the next question why are you why
21:13
do you do this I mean you travel a lot
21:15
you speak a lot you have your courses
21:18
we're going to tell people how to go
21:20
over there and look into this
21:22
why do you do this
21:26
I am in love with this philosophy
21:29
because it's so counter-intuitive Karen
21:33
it's it's like one of those things where
21:36
um I was so blown away when I when
21:39
Richard told that story of him and
21:42
Harold and I have just become obsessed
21:46
with uh learning everything about
21:49
rejection that I can I love the idea
21:52
that that you can be successful despite
21:56
rejection and in fact by capitalizing on
21:59
it
22:00
um and I just love how how unique it is
22:02
there I there's nothing out there quite
22:05
like it so
22:07
for me I do it because I got addicted
22:11
early on to seeing the light bulb go off
22:14
in people's might like you can see the
22:16
facial expressions you can see the
22:18
change
22:19
um like it did for me and so I have
22:21
become addicted to that to seeing that
22:24
in other people when I hear people say I
22:26
read your book and I had an epiphany and
22:29
I wish I had read it 30 years ago and I
22:32
just love that I go like that's so great
22:35
and and it's just I don't know there's
22:38
nothing like it why do you do it Richard
22:40
why why do you why do you continue in
22:42
this field
22:44
um I I do it because I was so
22:47
debilitated by it and when I was lucky
22:51
enough to get one person who could have
22:54
ignored me Harold could have ignored me
22:56
Harold could have said ah that kid's
22:58
never gonna make it he could have gone
22:59
in the you know the in the kitchen and
23:01
had a donut he took the time to come
23:03
over and talk with me about that
23:06
interaction and to help help me see
23:09
something differently that was so
23:12
life-changing for me I kind of decided
23:15
that I wanted to have that impact on
23:16
other people very much like what you
23:18
know Andrea just said but it really
23:20
became
23:21
um it became a mission yeah it's great
23:25
we we saw a lot of books we give
23:27
speeches we have a nice life that's all
23:29
wonderful but none of that compares to
23:32
the messages that we get from time to
23:33
time from somebody saying I read your
23:35
book three years ago I left one company
23:37
I moved to another my whole sales team
23:39
now is you know and I just became the
23:41
vice president yeah and so and so you
23:44
know it sounds a little corny but you
23:47
know the whole idea that we're out here
23:49
to change lives I can't think of many
23:51
things that change lives More Than
23:53
People understanding that if you hear
23:56
the word no it doesn't mean that it's
23:58
over because it's not just business it's
24:00
personal it's it's relationships it's
24:02
everything and I 100 agree with you John
24:05
says
24:06
um I used what I learned from Star Trek
24:08
too where Kirk reprogrammed the test to
24:10
be able to rescue the ship redefine what
24:12
success means to you did you do the
24:15
presentation correctly that's a success
24:17
so it's just reframing a lot of this
24:20
right great comment John and he also um
24:23
says
24:24
when you remove their confidence stores
24:27
John I don't know who you are but these
24:29
are great great comments thank you for
24:31
participating and being part of this so
24:34
we've been talking about the second book
24:35
when they say no go ahead and scan this
24:37
OR click the link that's in the comments
24:39
do whatever works for you and go pick up
24:42
a copy of this now I know I'm already
24:45
getting I'm getting some text right now
24:46
people are saying well so how do we stay
24:48
in touch with you guys so I'm gonna tell
24:50
them first of all I asked you at the
24:52
beginning of the show were you still
24:53
doing your motivation newsletter because
24:55
when I first got introduced to you I
24:58
signed up so yes you are go to go for
25:00
no.com sign up and you get one I think
25:03
once a month if I'm not mistaken right
25:06
you can follow uh Richard and Andrea on
25:10
social all social just go for now
25:12
imagine that and then go to the website
25:15
the new website when they say no
25:18
book.com what are they going to find
25:20
over there the book uh when they say no
25:22
book goes actually to the Amazon page oh
25:25
there you go well then go over there and
25:27
do it that way
25:28
any last minute thoughts you want to
25:31
share with our audience about that
25:32
wonderful word no which none of us ever
25:34
thought we would say it's a wonderful
25:36
word but it really is any last thoughts
25:38
yeah Karen um so you you said it's not
25:42
just business it's life and one of the
25:44
things that we have done is uh fun
25:46
things is every every six to eight weeks
25:50
um for most of last year I did a go for
25:52
No 21 day challenge and
25:54
um which is really fun and part of that
25:56
challenge is every day people would set
25:59
a no goal and see how many no's they
26:01
could get so my advice to people all
26:04
always who say I want to dip my toe in
26:06
this I want to how do I just get started
26:08
is to just be mindful of how many no's
26:11
you're hearing and to remove those
26:14
assumptions if you have any like oh
26:16
they're just going to tell me no or you
26:18
know they're not going to do this or
26:20
they're they're not ready
26:21
um and to make the ask uh to go for it
26:25
to go for no
26:27
um and if you are so bold old as to set
26:29
a no goal you know see if you see if you
26:32
can get one two three no's in a day and
26:34
it's amazing what can what can occur
26:37
when you do that
26:38
well I remember one of the things in the
26:40
the book is how many yeses or how many
26:44
sales calls do you have to do in order
26:46
to get that one yes how many no's are
26:49
you getting and it makes perfect sense
26:51
if it takes you ten no's to get to that
26:53
one yes well then math would tell us go
26:57
for the 20 notes to get your second yes
26:59
and I think it really does work that way
27:01
right I mean it really works that way it
27:04
absolutely does and the the worst part
27:07
um for a lot of people is that they set
27:10
what we call yes goals rather than no
27:13
goals a no goal would be to get 10 no's
27:16
some other people will say well I'm
27:18
gonna accept my yes goal I need to get
27:19
one yes okay so what if the first call
27:22
you make on Monday morning is a yes
27:24
what do you think most people do for the
27:26
rest of the week
27:27
right
27:29
yeah they they slow down they do
27:31
paperwork they you know they take an
27:33
afternoon off
27:35
um so a lot of times when we're going
27:37
for yes it actually becomes
27:38
self-defeating because when we hit the
27:40
yes goal we stop but if you get a if you
27:44
set a no goal and the classic example we
27:47
had somebody who called us and said I
27:49
had a no goal of of 10 for the week and
27:51
it was Friday afternoon at five o'clock
27:53
I only had nine no's I was so angry that
27:56
I couldn't get my tenth no and then I
27:58
remembered this Prospect who always said
28:01
no to me I thought great I'm gonna get
28:03
my no I dialed the phone and he said yes
28:06
and then he said I'm not sure how to
28:09
feel about this
28:11
and that's where the holes you know
28:13
switch flips and suddenly you go oh wow
28:16
okay so now you're actually going for no
28:18
and the yeses are happening without
28:20
pressure that's that's the big change
28:22
and then it becomes fun and then the
28:24
whole thing becomes fun yeah I want to
28:26
thank you guys for joining me today
28:28
um
28:29
I'll talk to you
28:30
and great to talk with you pictured
28:32
about the books if you haven't picked up
28:35
a copy go pick a copy of go for Mo go
28:37
pick up a copy for when they say no all
28:40
of these things are going to help you
28:42
guys trust me I know trust me we
28:45
appreciate you guys we appreciate
28:47
because we know that you have a choice
28:48
as to where you spend your time you
28:50
chose to spend it with us today go out
28:52
give somebody an awesome day we'll see
28:55
you next time on the officer Spotlight
28:57
goodbye everyone
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