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.

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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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Avoiding Failure is Too Much Work

Seth GodinI like simple. Easy. Straight-forward. I don’t like to over-think stuff.  So when it comes to chasing the perfect “success” – which requires detailed planning, perfect execution, and no room for error… it all just seems like too much work. I’d never start. And if I did, what are my guarantees? It could take forever!

I much rather enjoy trying stuff as fast as I can, making changes, learning, and then trying again. In some cases, failing over and over and eventually hitting success, in other cases – letting go and trying something else. One of Richard and my heroes is leadership and management “guru” Tom Peters. Tom has said, “Whoever Tries The Most Stuff And Screws The Most Stuff Up The Fastest Wins.”

For us, we’ll just stick to failing our way to success.

Avoiding failure is just too much work.

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.

Kids Learn to Fear Failure?

 GFN-EinsteinWe get asked all the time… why do people fear failure so much? Well beyond the biological imperative that’s been with us for the thousands of years… we are “evolving” much even now. Especially in school.

Interesting insight into failure from this article in The Sheaf from the University of Saskatchewan made the case that we systematically drill in a fear of failure into children, especially as they move through the school system.

Quote:  “The first thing students look at when a professor returns an exam or assignment is the grade — not the corrections or the suggestions that are scrawled in the margins. There are no marks awarded for doing something new or for caring deeply about what you’re learning. When only the grade is important, students lose any interest in doing work beyond what is necessary to get a good mark.”

Luckily through the work of Carol Dweck (author of Mindset) some of this old way of rewarding kids is starting to change. In her book mindset, Dweck talks about two types of mindset – the fixed and the growth mindset. She details the needs that schools in order to develop children with growth mindsets, we need to rewards attempts not just results. It is only when kids can see that their efforts – regardless of whether they fully succeeded or failed – is really what will get them far in life and that it is not just about proving themselves over and over. That is the fault of the fixed mindset.

I highly encourage you to grab a copy of Mindset today!

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.

3 Ways to Pull Yourself Out of a Slump

GFN-Comeback-finalEveryone gets into slumps every now and then and if you find yourself in one, here are three things you should do right away to pull out of it.

  1. Stop feeling sorry for yourself.  I know, probably not what you wanted to hear.  I read once, “All depression has its roots in self-pity, and all self-pity is rooted in people taking themselves too seriously.” So stop carrying the weight of the world on your shoulders. That said, the other thing you should about self-pity is make a list of the 25 things you are grateful for.  (You have running water? Indoor plumbing? Seriously, it could be worse.) A gratitude list is a magnificent way to get out of self-pity mode.
  2. Stop comparing yourself to others. As they say, happiness is found when you stop comparing yourself to other people. If you are in a slump, comparison only serves to make you feel worse and gets you back in the mode of self-pity. The only time comparison is ever helpful is when it inspires you to take action – otherwise, do not do it.
  3.  And since your results are probably not where you want them to be, get back to focusing on your activities. Avoid getting into constant measurement mode every second. (Graphs, charts, and numbers don’t change the longer you stare at them!) Reward yourself for activities (like hitting a no-goal for example).

Now be patient. Keep reviewing this simple list. The days and weeks will pass and the slump you feel you are in will pass.

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.

The Only 2 Things You Absolutely, Positively Must Be Doing To Successfully Close More Sales

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Call it what you will: following up, checking in, touching base – you’re trying to turn invested time into profitable time.  If you are selling a product or a service you cannot assume that your first contact with someone will close a sale.

A statistic (from the Sales & Marketing Management Institute) reads:

  • 87% of all leads are never pursued
  • 48% of all sales leads that are pursued are dropped after the first call/meeting
  • AND YET… 80% of all sales close after the fifth contact/meeting

The only two things you absolutely, positively must be doing to successfully close more sales: Planning and Persisting

1) PLAN. Develop a system and plan for how and when you are going to follow up with your qualified prospective customers.

2) PERSIST.  The systems are only as good as people who have the courage and persistence to use them and follow through on their prompts.

While it’s easy to get overwhelmed with tools and technology,  ultimately the responsibility always comes back to us and we know this.  Persistence can often lead to being rejected. And that can mean having our confidence and belief in ourselves that we are good, smart, and competent people shattered because someone says “no.” Give up having to “look good.” Give up on the facade and put yourself on the line. And when you do this – you’ll become one of those statistics… the good ones.

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.

Persistence Gets a Workout

SilverDumbBellsYou might not know her by name but you’d probably recognize her in a tight pair of workout pants and tank top. Her name is Denise Austin and she’s sold more than 20 million exercise videos and DVDs, authored over 10 fitness books, and starred in the longest running fitness show in the history of television.

So… what special talent and skills did Denise Austin have to get to the heights of fitness guru-dom?

In a California Sate University Long Beach Alumni newsletter article, (her alma matter and mine!) Denise shared how she got invited to a Washington D.C. (through her CSULB connections) dinner for the President’s Council on Fitness. Just a California-based fitness trainer with a growing business, it was at the dinner that Denise had the good fortune to meet fitness legend Jack LaLanne.

It was right then that Denise says she “gathered the courage” to ask if she could be on his TV exercise show. He gave her a start on his show, and within a month she became his co-host and he, her mentor.  Her entrepreneurial spirit continued and Denise, passionate and driven, continued to grow and build her business.

When she went back to speak to the students at CSULB she told them “Go after it. Don’t wait for people to call you back.” She instructed them to be proactive in their phone calls and to reach out to whatever opportunities may come your way.

When she was proposing a fitness segment for NBC’s Today Show, Denise recounted that she had called the show’s producer 35 times, always having the assistant tell her that the producer would call her back.

He never did. Finally, the 36th time by her count, she called him up in the evening and he happened to answer. Denise was the NBC fitness expert for four years – so it looks like the 36th time was a charm.

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.

The Aladdin Factor Full Circle

PhotoFunia-1462786318In the mid 90’s I came across a book with a title that I could not pass up – it was called The Aladdin Factor by Jack Canfield and Mark Victor Hansen.

I flipped the book over and saw this: “Anything is possible… if you dare to ask!”

The only books I had ever bought were fictional. I HAD to know about this and bought it on the spot. I fell in love with this book as I had never considered something so simple and yet so profound – and actually with so much depth.

Months later, Richard Fenton (now my husband and business partner) would share with me the “go for no” philosophy. Although at that time it was just a message that he would share – there was no book, training or business there at all.  The entire idea of “going for no” and “daring to ask” were things that I let drift early on.  When I am honest about it, I really just cared WAY TOO MUCH about what people thought of me, that they would like me, and so the idea of asking for anything had been entirely drummed out of me because I let it.

After embracing ‘go for no’ with a passion and helping Richard write the book, we eventually decided that we were on a mission to change the perception around no, failure, and rejection. The business was born. As with most things it has taken far longer than we thought it would but we have not given up even when things have been slow or tough.

In 2009, we decided to make a movie; a documentary style DVD we called “Yes is the Destination, No is How You Get There“. We drove 12,000 miles all over country interviewing top achievers about how they used hearing ‘no’ and failures and rejections to eventually reach their level of great success.

One of the people we interviewed was Jack Canfield, co-author of the book that changed my life and got me to start asking again. Jack’s interview was, of course, amazing. He is clearly one of the great inspirational thought leaders of our time.  When we were about to leave, Jack grabbed a First Edition of “The Aladdin Factor” from his bookcase, one of three remaining, and signed the copy to us.

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.