Which Have You Read?

GFN-BookCover-EnglishThis time last year, the creators of FitSmallBusiness.com (Get Your Business Into Shape!) created a pretty cool list of  ‘classic’ sales books with the headline: Best Sales Books: 18 Books That’ll Inspire You and Sharpen Your Sales Skills.

But before you jump in and check out which of these classics you’ve read, and which you should pick up… what is extra special about this website is, they collect – they filter if you will – the ‘bests’ in everything!

Wondering what the best answering service is? Best logo design service? Need invoicing software? They have the ‘best’ list. As they say, “they do the research so you don’t have to.” How cool is that? Plus they have guides, how to tips, and much more. This is must-visit for anyone with a small business.

Oh yeah, and now, Go for No! is included in their ‘best list’ of sales books along with Daniel Pink, Bob Burg, and Zig Ziglar…

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

Get Your Butterflies On

GFN-MayaAQuote-FINALIn our book Go for No! we layout what we call the 5 Failure Levels.

Level Four is Failing Bigger and Faster.

Go for the BIG No or BIG Opportunity. How do you know if you are working on a BIG No? For me, it’s butterflies. You know butterflies in your stomach that make you feel slightly queasy, a bit uneasy.

If I am not getting butterflies in my stomach once a week (minimum) I know that I am not pushing myself and my failure rate.

One week it’s contacting a business celeb for an interview. Next, it’s calling on a BIG company to speak at their annual conference. The next it’s trying something technical (lots of failures there!)… All I know is… I need to feel those butterflies.

So, how are you getting your butterflies 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. Have you read The Fear Factory? It’s also available as an audio book on Audible.

I Threw a Total Screaming Fit After Calling George Lucas

vadeerandgfnbookincolorOne of my silly childhood stories is about the time that, around the age of 8, I called George Lucas. You see, I was convinced that I would be a terrific partner for him. I wanted to be a movie writer-director just like him and was obsessed with the movie Star Wars.

I also had many story ideas including one called ‘X-Caribbean Tiger Python’ about a tiger-snake creature terrorizing the Amazon jungle.   Anyway… as it turned out, a family friend had Lucas’ office number and gave it to me. I called up and as you might expect, I was not able to get past the gatekeeper. I was not going to get to talk to Mr. Lucas but was told however, a good idea was to join the George Lucas Fan Club (which I did do.)

Fast forward many years and I am teaching people to overcome fear of failure and rejection and this is one of my ‘go for no’ – go for a BIG ‘no’ stories. So, over Christmas visiting with my Mom, we got talking about this event and she says, “you remember what happened after you called him right?” I said I had no idea. She proceeds to tell me that after I hung up (and got my ‘no’) that I had the worst screaming, crying fit she’d ever witnessed. Really?! I said. My memory is calmly hanging up, proud of my attempt. “Oh no, you were so upset, I had to slap your cheek just to snap you out of your fit,” she said. (She also told me never to share that.)  

So apparently selective memory is alive and well and my negative reaction to that rejection was completely over-written by my brain (probably to protect my ego).

That said, we all have toxic reactions to getting ‘no’ but the key is to pick up the pieces and keep moving forward. Now if you’ll excuse me, I have to go feed my tiger-python.

P.S. I finally did end up making my own movie after all. The Go for No! DVD.

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.

Getting Opinions Usually Fails

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Last weekend, Richard and I were out of town on a little weekend getaway in Pensacola. We were staying at a quirky downtown hotel and we had dinner reservations at a local ‘hot spot’ called, Iron. And, since we are “foodies” we decided to ask the young ladies at the hotel front desk for some other suggestions of the ‘best’ local restaurants.

It was suggested that the Irish restaurant/bar down the street was ideal as the food was amazing, you got a lot of it for your money and the drinks were strong.

For some of you reading this, you might be thinking, hey, that sounds great. And we’re sure it is. However, remember we are “foodies” so price is not an issue, in fact we usually pay more to get less food! And large, strong drinks aren’t as much our thing as a high quality wine list with a few craft cocktails to choose from. Again, we wanted the ‘best’ places in town.

But for us and the young women at the front desk, our definition of what “best” is – is different.

For example, if you asked an Ivy League college graduate if you should go straight into the working world after high school, what do you think the response might be? Or, if you asked someone who worked in a corporate or government job all their life if you should start your own business? Or if you asked someone who was being chased by bill collectors where you should invest your savings?  You get the point.

But we do this all the time. We ask the advice and pay attention to the opinions of the people who really don’t have an understanding or experience with the question being asked. Not that their opinions are not valid but they are just that – opinions not based in real experience. Like the ladies at the front desk, there is a difference in mindset. No blame, just reality.

But, if you ask an entrepreneur who started their own business ten years ago, if you should too, you might expect to get a different answer. You would expect actually, to get an honest, educated answer would you not?

If you look to others for answers and you end up at the Irish restaurant/bar down the street with a strong drink in your hand, and you are not happy… that’s not anyone else’s fault but your own.

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. Prefer the audio version, listen to our books on Audible!

Knowing When To Quit

GFN-PersistencerequiresWoody Allen said that 80% of success is showing up.  And while the power of simply showing up should not be under-estimated, showing up… in and of itself… is usually not enough.  The key is to keep showing up!  To demonstrate what we all know as persistence.

But is this to suggest that you should persist forever?

Should you take Winston Churchill’s famous war declaration (“Never, never, never quit!”) literally?  No. Knowing when to quit is an important skill.  In reality, the answer is usually somewhere between Woody and Winston and that goes for most everything.

The problem is that most people think that time has come long before it usually has.

We give up on our dreams before they have a chance to happen.

We give up on other people way before we really should.

But, when it comes to quitting or sticking with something in life, one of our favorite tests is asking: if you don’t achieve your goal would the attempt still be worth it? If the answer is yes, you absolutely should not give up.

If not, then maybe it’s time to re-examine the goal or dream in the first place. Maybe what you’re going after is not as important as you once thought.  Figure something else out because you’re working out of habit for a vision you are really no longer interested in obtaining and you may stick around even longer than you should.

(Read the post, Doing What You Want for more clarity on this.)

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.

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.

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.