Are Your Goals Always Out of Reach?

Most people are in a constant loop of goal achievement and because of this are always walking around with a low grade feeling of failure and inadequacy.  And when they do reach the goal, they immediately set a new goal, therefore being in a constant state of striving, never arriving. In essence, never feeling satisfied or fulfilled with their performance.
51Coyz8YBVL._SX324_BO1,204,203,200_In his book, ‘How to Fail At Almost Everything and Still Win Big’ Scott Adams -the creator and artist behind Dilbert – suggests a radical new way to look at how you are doing things.  And it has everything to do with focusing on systems rather than goals. (Great book, totally worth getting!)
As Scott discusses in the book:
“Goal oriented people exist in a state of continuous pre-success failure at best and permanent failure at worst if things don’t work out. Systems People succeed every time they apply their systems, in the sense that they did what they intended to do. The Goals People are fighting the feeling of discouragement at each turn. The Systems People are feeling good every time they apply their system.
The system-versus-goals model can be applied to most human endeavors.
In the world of dieting, losing twenty pounds is a goal, but eating right is a system.  In the exercise realm, running a marathon in under four hours is a goal, but exercising daily is a system.  In business, making a million dollars is a goal, but being a serial entrepreneur is a system.”
If you have read or been applying ‘Go for No!’ at all, you know that a corner stone is setting and working on achieving a ‘no-goal.’  While collecting a certain amount of ‘no’s’ could be argued is a goal in and of itself, it is also very much a system.
No-Goals is a system that puts you into action to execute certain behaviors such as calling on leads, asking for the appointment, suggesting more products or services, closing the sale, and following up with someone who put you off in the past. All of these activities have an opportunity for you to be rejected. If you do them consistently enough, will eventually lead you towards yeses and your ultimate goals.
When you stay focused on the behaviors necessary to be successful – and you employ systems that lead to success  – like hitting your ‘NO goals’ – the yeses, and the ultimate goals will be reached. And more importantly, you’ll have greater feelings of achievement and satisfaction at every step along the way – not just at the end!
Have you read Go for No! yet? Pick it up at our store here or on Amazon if you prefer. If you like audio books, you can find all of our books including Go for No! and the newest, The Diamond Line on Audible.

Are You Always Comparing?

GFN-learntobehappySteven Furtick said, “The reason we struggle with insecurity is because we compare our behind-the-scenes with everyone else’s highlight reel.”
When you are working on reprogramming the way you think about failure and rejection, maintaining and improving your confidence and self-esteem is part of the journey. Nothing can destroy your confidence quicker than comparing yourself to others. Here’s a great example:

Bob and Frank went car shopping; Bob bought a Mercedes limousine, Frank went with a Cadillac limousine. A few days later they pulled up to an intersection, side by side. Each man rolled down his window.

“Nice car,” Bob said to Frank, “but is it loaded?”
“Yeah, it’s loaded!” Frank boasted in return.
“Got a phone?” Bob asked.
“Of course.” responded Frank.
“Got a TV?” Bob inquired.
“Yep, got a TV, too!” Frank beamed.
“That’s nice. Got a bed?” Bob asked with a smile.
“You’ve got a bed in there?!” Frank gasped in disbelief.
Bob said, “Oh, yeah. It’s great!” And he drove off.

Livid, Frank drove straight to the dealership and demanded they put a bed in. A week later Frank saw Bob’s limo parked by the side of the road, hazard lights flashing.  He pulled up behind him, parked and walked to the side of Bob’s limo. He knocked on the window.  But there was no answer. So he knocked again, louder this time.

Finally, Bob appeared, rolled down the window and shouted, “What? What do you want?!”  Frank said, “I just wanted to tell you that now I’ve got a bed in my limo, too!” Bob paused then said, “You pulled me out of the shower to tell me that?!”

Comparison with others can not only make you feel inadequate, it takes your eye off of the real endeavor: becoming the best person you can be. As George Bernard Shaw said, Life isn’t about finding yourself… (and you certainly won’t find yourself while focusing on other people)… It’s about creating yourself.

Comments? Please let me know your thoughts. And if you liked this post, please share! – AW 

Have you read Go for No! yet? Pick it up at our store here or on Amazon if you prefer. If you like audio books, you can find all of our books including Go for No! and the newest, The Diamond Line on Audible.

How to Build Your Confidence

ASKimageBuilding confidence is a catch-22. You have to demonstrate it in order to build it.

In our Go for No! DVD, Jack Canfield told us, “Self confidence the way I frame it is the result of a successfully survived risk. If you want to be confident in confronting a potential “No,” ask for a lot of stuff so that you get rejected enough to know you can handle it, and that you didn’t die.”

 Susan Jeffers, author of, Feel the Fear and Do It Anyway, explains that “At the bottom of every one of your fears is simply the fear that you can’t handle whatever life may bring you.”

What happens when you “Go for No” that is – when you try asking for something: resources, a sale, a favor – whatever – is that regardless of the outcome, your confidence has a chance to grow.

You get the opportunity to see that you did survive, you did handle it, and really, it’s not so bad.  Building your confidence, ironically is not about hoping for the easy yes, it’s about dealing with and getting through those tough no’s.

Comments? Please let me know your thoughts. And if you liked this post, please share! – AW 

Have you read Go for No! yet? Pick it up at our store here or on Amazon if you prefer. If you like audio books, you can find all of our books including Go for No! and the newest, The Diamond Line on Audible.

Should You Love NO?

the-art-of-loveDo you love hearing the word No? Most people don’t – in fact, most people hate hearing No! They do everything within their power to avoid hearing No. How? Simple. By avoiding calling and contacting people who they THINK might say no. As it turns out, for many people, that becomes almost everyone! As you can imagine, that is a big issue, right?

First of all, who are we to decide for someone else what their answer will be? In doing so, we rob other people of their opportunity to hear about a service, new product, or interesting offer that could – at the very least make a small improvement to their life… and most – completely change their life!

So, should you fall in love with NO? If you LOVE serving others, if you are in LOVE with the mission you are on… then yes, should love NO… or at least fall into serious “like” with “no!”

Comments? Please let me know your thoughts. And if you liked this post, please share! – AW

Have you read Go for No! yet? Pick it up at our store here or on Amazon if you prefer.

Selling and the Lottery

Play the lottery? Or roulette?

Some people think that the longer a certain combination of numbers is not drawn, the better the probability of that combination being drawn in subsequent draws.

This is mathematically incorrect.

Lottery draws are what are called “independent events” which means that every lottery draw is totally unrelated from the others and the new numbers drawn have nothing to do with the numbers drawn in the previous draw or in the future for that matter.

In sales, like the lottery, each conversation is NEW and could be a NO or YES.

If you’ve had a string of NO’s the next one could be the YES! And like the lottery, the more you play the more you might win. (right?) Well, kind of.  The reality is you *must* play to have a chance of winning.

You have to play and get NO’s to have the chance for the yeses!

The good news in sales is, with each “play” you get the opportunity to IMPROVE, learn and grow whether it was a YES or a NO. More good news: sales has much better odds than the lottery.

Comments? Please let me know your thoughts. And if you liked this post, please share! – AW 

Have you read Go for No! yet? Pick it up at our store here or on Amazon if you prefer. If you like audio books, you can find all of our books including Go for No! and the newest, The Diamond Line on Audible.

gfn-goldcoins

When Have You Gone Too Far?

gfn-goldcoinsThe core of the ‘go for no’ philosophy is to be persistent, tenacious, to not give up. But, how do you know when enough is enough? When you have crossed that ‘line’ and you’ve gone too far with someone?

That darn line.

There are two problems with the LINE… first is, it’s invisible. Second, it’s different for everyone. So, if “the line” is invisible AND it is different for each person, what is the only option for most people?  It’s to stand SO FAR BACK you never, ever accidentally cross over it.

Why fear the line?

For almost every single one of us, we had a moment where we crossed the line and got smacked back down. If you’ve been in business for a while now, there was the one customer/prospect that one time that got upset with you. Or, maybe it was even a parent or a friend that let you have it because you went a little too far. We all have at least one story, one memory and so what we do is make sure that it never happens again.

However, if you never, ever step over the line you will never sell or operate at your full potential. Could you imagine if McDonald’s decided: “most people don’t want fries, and some people get mad when we offer so we are just going to stop doing it and wait until someone asks if we have french fries.” 

They’d rather offer fries to everyone, every time and deal with the few individuals that it makes crazy. In the mean time, lots of people bought fries and McDonald’s didn’t run its business on the minority rule.

So what if you cross the line every now and again? You discovered the line!  Pull your toe back to safety and move on.

 The reality is you are sharing information about your products and services should be win-win. When you operate your business and your life in such a way as to never cross “the line” it’s not just a lose-win (you lose) your customers and potential customers lose too. If you never step over the line? That says more about your courage and persistence and less about the fact you didn’t cross the line with anyone.

Comments? Please let me know your thoughts. And if you liked this post, please share! – AW

Have you read Go for No! yet? Pick it up at our store here or on Amazon if you prefer.

Fear of Failure Removes Opportunity for Giving Extraordinary Customer Service

temporaryThere’s an acronym that might familiar to you if you’ve worked in the “corporate” world… CYA. Cover Your Ass. In other words, don’t make mistakes.

Do not fail.

Sadly, this is the culture of so many organizations… countries even.  In Finland, they’re extremely risk averse – the biggest reason for not being entrepreneurial is the fear of failure. This is the reason why young entrepreneurs of Finland, lead by Aalto Entrepreneurship Society and Boardman Tulenkantajat group, actually arranged a ‘National Failure Day’ in order to change Finnish culture to be more embracing to failure.

In America, we could argue we are better off, and yet we still have a way to go. Failure is still something that most people do everything in their power to avoid.  But in recognizing and addressing those failures is where companies and organizations often have the best opportunities to turn negative customer service situations into extraordinary service experiences. But two things must happen first.

1) Companies to need to be listening to their customers as much as they share information with them.
And then…
2) They need to stop avoiding and/or fearing moments when they have failed. Failures happen, but what you do afterward can turn that from a failure into a success story.

Comments? Please let me know your thoughts. And if you liked this post, please share! – AW 

Have you read Go for No! yet? Pick it up at our store here or on Amazon if you prefer. If you like audio books, you ca find all of our books including Go for No! and the newest, The Diamond Line on Audible.

Top Traits of Salespeople

sales-is-a-person-to-person-businessThere’s always a lot of chatter about the top traits of salespeople.  A fascinating article in Harvard Business Review a few years ago identified seven personality traits of top salespeople. Well worth the read.

#6 in the report was Lack of Discouragement and #7 was Lack of Self-Consciousness. Put these two things in a blender and you have somone who in our mind has one of the single most important factors of being a top salesperson: persistence.

Persisting at every level. A general persistence through the ups and downs of day to day life as a salesperson which is a often a recipe of economics, marketing, products, timing, luck and more. And on a micro level, persistence with customers and prospects, despite rejection and staying with the process so that when they are finally ready, you will be there.

Larry Winget talked about this idea in our Go for No! DVD Movie:

“There are more bad sales people selling bad products at a higher price, than there are good sales people selling good products at a reasonable price. The bad sales people can make more money – which might make them good sales people – simply because they ask more people. They just stay with it all of the time. They don’t understand what rejection is. They look at rejection as a challenge.” – Larry Winget

Have you read Go for No! yet? Pick it up at our store here or on Amazon if you prefer.

Comments? Please let me know your thoughts. And if you liked this post, please share! – AW

Steve Harvey’s Revelation on Fears and Dreaming

Found this super video featuring Steve Harvey on Oprah’s Life Class. There are so many gems in this 3 minute video!

3 Favorite quotes:
“The dream has to be bigger than the fear.” – Steve Harvey
“If 9 of your friends are broke – you’re going to be the 10th one.” – Steve Harvey
“Stop telling your big dreams to small minded people.” – Steve Harvey

WATCH and enjoy! Please share with someone else who needs to watch this.

Everyone Has Fears, Even Wizards

It’s a story of friendship, loyalty, persistence, and courage. What am I talking about?  The Wizard of Oz, of course.

Remember the Cowardly Lion?  Even as he walked through the haunted forest and repeated “I do believe in spooks,” (NOT a positive affirmation by the way!) he STILL continued forward.

And of course we learn that no one could give him courage, and that he had it in him all along.

One of my other favorite scenes is Dorothy and Professor Marvel (the Wizard) talking about his adventures and she asks him, “weren’t you frightened?”

“Frightened? Child you’re talking to a man who’s laughed in the face of death, sneered at doom, and chucked at catastrophe. I was petrified.”

What makes this story so classic is that the themes are universal and we see ourselves in the characters. What we learn is that Cowardly Lions have courage and Wizards have fear. That’s the thing with courage and fear. They are wrapped up so tightly together you often times cannot tell them apart.

So wherever you are on the yellow brick road that you find yourself, remember: you are Lion and you are the Wizard and courage you need to face fear you are facing is within you at this moment.

Have you read Go for No! yet? Pick it up at our store here or on Amazon if you prefer.

Comments? Please let me know your thoughts. And if you liked this post, please share! – AW