Challenge your fears and commitment

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In 1519, Spanish Conquistador Hernando Cortez landed on the shores of the Yucatan to conquer the area. Cortez was serious and had to motivate his crew to get behind this huge task. He told his men before they ventured off into battle “burn the ships.”

Of course, the men weren’t crazy about the idea since there would be no way to go home with no ships however, it DID mean that they had to be successful, they were committed to the plan.

Once you have the commitment then the goal is NOT to overcome fear.

It’s to learn and master the “process” of the fear, to expect it and move through it.

The process of physical upset (racing heartbeat, sweats, shaking) plus the emotional distress and anxiety is basically the old ‘fight or flight’ syndrome built into humans for as long as we’ve been on the planet.  Now, when you have the commitment you choose to FIGHT.  You take action and action is what removes the fear. Becoming more and more familiar with the process of fear is what we can master.

We all have fear in our businesses and lives.  One of things we get asked most often when we talk about ‘go for no’ is … HOW? How do you get over the fear?

1) You got to be ready. There must be a readiness to change what is happening now. You’ve got to get to the place where staying where you are is no longer an option.

2) Once ready, create a new vision and commit to that. When commitment is not strong, it is easy to wobble and procrastinate. Now you’re thinking but how do you ensure commitment? The wobbles will happen. But once your decision is made you must, must cut out all activities of the past. Commit to moving forward and put your full effort into that and ‘burn your ships.’

Want to listen to our parable The Fear Factory, visit Audible. Have you read Go for No! yet? Pick up a copy today!

Growing Trust as a Salesperson

“All things being equal, people will do business with and refer business to, people they know, like and trust.”  We heard that from our friend and well-known speaker Bob Burg (author of The Go-Giver and Adversaries into Allies.)
From a ‘Go for No’ standpoint, we believe it’s through persistence that we achieve trust. We show people we don’t just disappear. We care. We check back in (that’s using action, not just words) and that shows a type of consistency. As the politician Lincoln Chafee said, “Trust is built with consistency.”
Several years ago we were sitting in the office and Richard answered the phone (a rare event but anyway…) and it was a young guy who asked if we’d ‘invest in him’ and give him a free copy of Go for No!  Well, Richard wanted to turn this into a teaching moment for our young caller. So he said, “I’m going to say no, but here’s what I will do. Today is Monday. If you call me every morning this week and ask for a book, I will tell you no. On the last day, Friday, I will say yes and you’ll get a book.”  The young man never called back.

How ironic that we would have invested in him but he wouldn’t invest in himself first. Persistence does not come to many very naturally. Whether it’s just laziness, lack of belief that a pay-off will happen – whatever the reason – we know this: persistence is not a nice-to-have when it comes to building a business, it’s absolutely essential.

Your willingness to positively persist, doing what you can to bring value to your contacts, staying on the path (not jumping from one thing to another), and growing your business one customer at a time demonstrates consistency. That consistency will grow trust and will eventually be a factor in people doing business with 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. If you like audio books, you can find all of our books including Go for No! and the newest, The Diamond Line on Audible.

Sales Ideas for Every Entrepreneur

The launch of my entrepreneurial venture consisted of buying a fax machine, submitting a ‘DBA’ to the local newspaper, and quitting my job. With no idea what I was doing, I gleefully began to figure out who our ideal client was, how to reach them, what to say, and not to give up.

In a nut shell, that is the sales plan for every new entrepreneur! Looking back there are 3 key sales ideas or philosophies that I discovered along the way that are my favorites…

1) When faced with a NO, find out why.  Is there something that is not ideal about the product? Something confusing that could be better explained? What changed from interest to a need to wait? When you get a NO it is the perfect to find out, ‘why.’ You will have loads failures and no’s in your business but not learning from them is a big mistake. It’s the perfect research so don’t be afraid to probe further so you can improve from each interaction even if it does not result in business.

2) Talk to more people. Because we all operate in a ‘yes’ world we typically don’t go after people who we think we’ll get a ‘no’ from. And yet you must not make assumptions about anything or any one. And while you do want to spend time with qualified prospects… most entrepreneurs just don’t share their business with enough people! The result? Struggling because we become reliant on a few clients – never fun. Never lose sight of the fact that you must be out there engaging with potential clients all of the time.

3) Follow up. Follow up on the NO’s and stay in touch. Send cards, postcards, emails, and give a quick call. Be there – still in the game – when your customer is ready to hire you. Most people get a ‘no’ and they see it as never rather than ‘not yet.’ You must turn invested time into profitable and the only way to do that is to ensure you follow up with your qualified and interested (but not ready yet) prospects.

These are my 3… is there one more important to you? What would you put in place of these? Let me know!

Have you read the 80 page fable, “Go for No!”…? Pick it up in our store or on Amazon if you shop there. Prefer audio books? You can get it on Audible too.

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

How Many No’s Should I Get?

TomHopkinsQuoteSomeone recently wrote to us and asked a great question: Considering I have to balance all my other sales and marketing and business tasks, exactly how many no’s should I be getting?

Ray Higdon, our guest author in the new Go for No! Network Marketing book famously got 20 no’s a day. He was prospecting like mad. No one was there to tell him how crazy that was! Although, it worked and he got massive results by taking massive action. But it is a challenge.  So we can set aside the number of 20 a day as the HIGH end.

Now before you think about the other aspects of this question, it’s also important to ask… How many no’s are getting each day now? If it’s one a day on average then right away I would say, you could try to double that to two day – maybe go for 10 a week. That’s a good start and see how it goes.

There is one more important consideration. Think about all the ways you can get a NO: prospecting, inviting someone to meet with you, asking someone to sample a product, upgrading to a better product or package, add-on selling, asking for a referral, following up with someone that told you no last month… on and on and on, right?

If you did a couple of these things each day, you can see that it won’t take you all that long to collect a reasonable number of no’s. In the end, it’s up to you. Make it challenging. And make it fun!

Of course you have a lot going on in your day but remember this: the behaviors of ‘go for no’ are all selling and business building behaviors. If you aren’t carving out a little time to ‘go for no’ each day that you are able to work on your business, you are not focusing on what is going to make you successful. There’s a saying that goes: sales fixes everything. So when you are going for no you are engaging in one of the most important aspects of your business: not a “nice to do” – a “must-do.”

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

Have you read the 80 page fable, “Go for No!”…? Pick it up in our store or on Amazon if you shop there. Prefer audio books? You can get it on Audible too.

New Book: Go for No! for Network Marketing

GFNNWM3D1Seventeen years ago, our book, Go for No! was released to little fanfare. Okay no fanfare. It barely sold at all. That was a few years after we left our safe, secure corporate jobs so we could become entrepreneurs launching our own training company. We were scared to death, but we did it anyway. We ended up doing great, in part from teaching Go for No! – which is why we wrote the book in the first place. So, we were a little confused as to why the book was not doing well.

Finally, we happened to be attending a marketing conference and gave a copy of the book to a guy seated near us who we knew was in sales. He called a few days later and told us it was one of the best books he’d ever read –with one of the worst covers in the history of publishing.

So, we changed the cover. And things started to change. The book that hardly sold, started to do better and better. And in 2010 we finally hit #1 on Amazon’s Sales and Selling list. A ten-year overnight success story.

Right around that time, a guy we didn’t know, Ray Higdon, was having amazing success of his own. Dead broke and being chased by bill collectors, Ray took the Go for No! concepts to heart and put them into action. Within a short period, Ray was the number one earner in his company and continued to have amazing success in the profession for several years. Today, he teaches every aspect of how to create and build a successful network marketing business.

As the years passed, the industry that responded most passionately to the book have been in direct sales and network marketing. When we heard Ray’s ‘Go for No’ story we knew he was the perfect partner to help us write a version of Go for No! just for people who are building a direct selling or network marketing business.

GFNNWM3D2After meeting with Ray and then taking about a year to put it all together, we are excited to announce the publication of Go for No! for Network Marketing: March 4th 2017.

March forth!

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

Order the book on Amazon in Print or on Kindle. Or, get the book from us here now.

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

Are You Chasing Two Rabbits?

“If you chase two rabbits, you will not catch either one.” The lesson: The Need for Tough Choices. Listen to my Breakthrough Byte on Breakthrough Business Radio.

I’m the final featured expert every fourth Monday on Breakthrough Business Radio with Michele Price. My topic: anything to do with creating a more effective MINDSET! To learn more about the show which airs every Monday at 12 pm ET, please visit here. We’d love you to share this post or tweet us with a comment, use #BBSRadio. Want to ask me something? Ask away!

Nurturing NO’s in Sales

gfn-salestipDo you nurture your NO’s?  When we made our DVD Movie, ‘Yes is the Destination, No is How You Get There’ we interviewed 58 people on how they have failed, been rejected, and used the ‘go for no’ philosophy in their business and lives to reach a high level of success.

One of our sales experts, Mark Heerema, told us, “I realized that in order for me to really succeed, and this is my first lesson – that I had to get my NOs in order to get yeses. I was never taught that, no one ever told me that. So what I learned was, “No” is inevitable –  I was going to get no – the question was, what was I going to do with it?”

In the movie, almost all of our fabulous experts agreed that most people get a no and that is it, it’s over. The end of the road! Of course what the people in the movie think when they hear ‘no’ is exactly the opposite – they figure a way to go around it and they understand that ‘no doesn’t mean never, it means not yet.’  It has clearly been a huge factor in their success.

When you get a ‘no’ don’t throw it away.  There are only two times you do take a NO and let it go.

1) It was a Good No. The person as it turns out is completely unqualified for what you are offering. (Example: my husband Richard is a really bad candidate for hair care products.)
2) They have told you ‘no’ and expressed to you that it really is a ‘never’ and to push beyond would be rude and disrespectful.

Otherwise, nurture your no’s as they often will grow up to become yeses.

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

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.