Persistent or Nice: Which Are You?

gfn-persistorniceIf you clicked on this link wondering which one you are… you’re in the majority of people I talk to who believe there is in fact, a choice between these two options.  The question is, why does this have to be a choice?

And that mindset is the problem for many people in sales.  As Estée Lauder said, “I have never worked a day in my life without selling. If I believe in something, I sell it, and I sell it hard.”

Sell it hard. That requires persistence! You can do that AND be nice.

But one thing is for sure and the word is in the quote above.

Believe.

If you don’t believe in what you are doing then you will feel like you’re bothering people. You won’t feel “nice.” The answer is to be very clear about your value.

Right now, write down at least 10 reasons why someone should buy from you. It can be about you personally, about the product or service, the company you work for… at least ten reasons.

And then when you start questioning… should I be persistent or nice? Remember the value you provide and then keep going!

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.

Crazy and Stupid Ideas Rule

buck-memeDid you ever have an idea but you didn’t share it because you thought people would make fun of you? That someone else or the group you were in wouldn’t like it? Perhaps you just didn’t want to be ridiculed or made to feel stupid…

Einstein said, “If at first, the idea is not absurd, then there is no hope for it.”

We protect our ‘ego’ usually for the sake of not wanting to look like or feel like an idiot. And yet in remaining quiet, we don’t protect ourselves, we merely ensure mediocrity. That fear of failure and fear of looking bad does not serve you in anyway except to hold you back and keep you from doing something amazing and changing what it is you want to change.

If you have a goal, dream, or something you want to accomplish, then join the ranks of history’s greatest thinkers, philosophers, scientists, and innovators who were all told at one time or another that their ideas were stupid and crazy.

 Crazy and Stupid Ideas Rule.
 
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.

Rejection is Not You

We stumbled across a wonderful video featuring Cam Adair and his struggles with rejection. So glad to have found it. Please watch the entire video. His story is remarkable and his wisdom on rejection at the end is inspiring. This should be required watching in all 8th grade classes!

Take the Go for No! 30 Day Challenge!

novgfnchallimage2Most of us have been taught and trained to do what we call, ‘go for yes.’ What if you started to ‘go for no?’
Go for No! is about intentionally increasing your failure rate… in other words to hear NO more often.

What? Is that the stupidest advice ever?? 
Hang on.  Here’s an example:  When a typical seller has a list of ten (qualified) people that they would like to share their product or service with they will put that list through their ‘go for yes’ filter.

They will analyze the list and make a few decisions: first, they will decide that 6 of those people will probably say, ‘no.’ So, they won’t contact them. (Why bother? Just to get a ‘no?’) Then, they spot the three people on the list that most likely will say ‘maybe’ or ‘not yet’. And then they will spot the one person that they are confident is a ‘yes.’

They will contact the one ‘yes’ and get the ‘yes.’ And if they are really feeling good, they’ll try for the maybe people. At least one or two. And now they’ll start looking for their next perfect, easy, ‘yes.’

When you ‘go for no’ you don’t prejudge, analyze or filter: in other words you don’t say ‘no’ for other people, you let them say ‘no’ to what you have to offer. And that’s when the magic happens.

Join me for a very special ‘Go for No!’ 30 Day Challenge webinar, November 1st at 3 pm ET.

This is a totally free training with built in accountability that is being offered at no charge for the month of NOvember! So get signed up here and let some ‘go for no’ magic work for you!

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.

Win The Fear Factory

Sometimes the Only Thing Standing Between You and Success… is You!  What if there really was a Fear Factory? A company whose business it was to manufacture fear. What would their mission statement be? How would they go about marketing their product to the consumer? Who would their competition be? And where would they set up operation? It’s a rainy Seattle morning and account executive Steven Traynor is on his way to the most important business meeting of his life. But as the elevator ascends toward the client’s office on the 14th floor of the Fearn Tower office building, Steven’s life is about to change forever. And it could change yours too.

Enter to Win! We’re giving away 5 copies of the book and the Audible version too!

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T & C

Dealing with the NO Elephant

bigstock-Elephant-27013157There is an elephant in the room and he has two letters painted on the side of his big, grey body. The letters are: N-O. NO! How many meetings do you think go on every day around the world discussing everything but the elephant that is in the room. “What can we do to improve sales? Why aren’t we hitting our numbers? How are we going to increase sales – or even keep our numbers from dropping?”

Have these questions changed much in the last few decades? Probably not. So, why do the same questions keep getting asked? Maybe it’s because people keep expecting a different answer. But one of the biggest answers has to do with the elephant in the room – you know… the one that no one talks about.

And the people who are sitting in the meetings or dialing into the teleconference, are all keeping quiet. Because most people do not raise their hand and say they don’t like being told NO. Most people do not shout out on a group call, finally saying, “Help, the rejection is killing me!”

But almost no one is immune. It’s time to deal with the elephant in the room.

Ready for a Go for No! 30 Day Challenge? Sign up free here.

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.

Different Kinds of No’s in Sales

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Recently we were asked, ‘Is it a good idea to section my categories for each no or should I just try and go for as many No’s as possible without categorizing them?’

We all get different types of NO’s during the sales process. So for example: appointments, sales, add-ons, referrals, and others…  Some at the very beginning (a no to listen to a pitch or to set up a meeting) to a no at the very end of the process somewhere near the ‘close.’

When it comes to tracking your no’s – it’s totally up to you. Some people just try for as many as they can and it might be 10 no’s that include 5 no’s on appointments and then 5 from one individual during a sales call. I just got off the phone with the woman who I shop with for skincare and she easily got over five no’s from me and a couple yeses I wasn’t expecting to give!

Now it may be that appointments are the most important to you at this time so maybe those should be higher? But it’s also kind of fun to track and see how many you can get in each category with the goal of 10 in each.

In the end our advice is to do what you are most excited about AND that you know you can follow through on!

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.

Help! I Can’t Get a No or Yes!

We hear this a lot. Prospects and customers use the “excuse” – let me think about it. Face it, we all do it. So let’s reverse engineer the problem.

When WE do it, it’s typically for a couple of reasons:

1) we just don’t want to say ‘no’

2) we really are not sure and truly want to think it over / just not ready to commit for some reason. Maybe it’s cost, maybe it’s timing, or maybe the product is not appealing in every way. Lots of reasons.

But based on these two major issues, you can then chose how you want to respond. Think of it like a short version of one of those “Choose Your Own Adventure” books and take a path…

1) Tell the person it’s okay to tell you ‘no’ if it’s not something they are interested in, and quite frankly you’d appreciate so that you don’t have to waste your time or any of their time in the future.

2) Tell them thinking it over is totally fine, you understand, but you want to set up a time to follow up. Then schedule the follow up and do it!

3) Probe the issue by telling them that usually when someone wants to “think about it” that there is something that is a concern and you’re just curious if there is something that doesn’t feel right… or something that is concerning to them… or something that is… well, you get it, there are dozens of ways to word this!

Whatever you do, just don’t get frustrated!  Seek to understand and help. In that moment, choose an approach and do your best to be of service to the person you are dealing with. And above all, do not give up!

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.

7 Simple Steps to Go for No!

7-simple-steps-to-learn-how-to-go-front7-simple-steps-to-learn-how-to-go-backI created this fun front/back card for a women’s conference not too long ago and it’s a fun way to remember what you need to do to learn the Go for No! strategy and mindset.

Just right click and download the pdf version of each.

7-simple-steps-to-learn-how-to-go-front

7-simple-steps-to-learn-how-to-go-back

While you are here, have you signed up to get ongoing NOtivation?

It’ll take just a second. Click here.

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.

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