Rejection Leads to Success

GFN-GreatDay-smallIn our Go for No! documentary movie, Richard Fenton and I traveled 12,000 miles around the USA interviewing top achievers on how they have used failure, rejection, and hearing ‘no’ to their advantage as they have grown businesses and become successful.

Some of our “stars” included Bob Burg, Randy Gage, Jack Canfield, Honorée Corder, Larry Winget, Art Jonak, Margie Aliprandi and many more.  Of course, we could have interviewed many thousands of people who ‘go for no’ in their lives (whether they call it that or not!) and don’t let NO stop them. We’d still be shooting the movie.

I would have definitely interviewed Bubba Page, CEO of LaunchLeads, founder of Quotadeck – a true Go-for-No guy. I won’t tell his story, but you should read his article on Inc., “How Facing Constant Rejection Turned Me Into a Sales Guru.”

But I must add… during our shoot, we stumbled – literally – upon two missionaries in Portland, Maine and interviewed them on the side of the road. I think they would make Bubba proud.

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! on Audible.

Time Creates Opportunities to Succeed

Do you get frustrated if you don’t see massive results in a short period of time? After 20 years of being business I think there is a sweet spot for things to come to fruition and I know this… it’s longer than we want it to be. Which brings up this great quote I heard Ray Higdon share not long ago…

“You will GFN-HigdonQuotegrossly overestimate what you can do in 90 days but way underestimate what you can do in five years. “ – Ray Higdon

Why is this quote so powerful?

Inherent in the quote is the idea that people want everything fast and now. Most great things take WAY longer than 90 days.

Granted, 90 days is a great way to batch the year in segments to get some intense, focused, actual work done.  But, listen, you are not going to achieve all your goals (i.e. World Domination) in 90 days. It just won’t happen.  Things always take longer than you think they will.

When I did time management training, I would always tell the group what Stephen Covey’s Time Management course suggested: plan your day for about 65% of your time. What about the other 35%? You set that aside for all the stuff that will pop up that you did not expect or plan for.

So, from a global perspective: stay focused on your ultimate goal without allowing the fact that your plans might not happen in the time frame that you imagine.  Make it a matter of WHEN, never IF.

Our goals have always been, WHEN goals.  IF we start a business was WHEN. IF we write a book was WHEN. IF we hit the best seller list was WHEN. And even today, IF we sell a million copies of Go for No! is simply, WHEN.

Ray is right about five years too. After launching our business in 1998, and five years later we looked back to see we had gotten amazing clients, traveled extensively, and wrote and published not one but three books. As it turned out, we would need another five years to hit the best seller list.

So be patient.  If your goal is worth working for, it’s worth waiting for.

Have you NOticed? In addition to Go for No! we released a Go for No! for Network Marketing with guest expert/co-author, Ray Higdon. If you prefer audio books, grab it here on Audible.
Comments? Please let me know your thoughts. And if you liked this post, please share! – AW

Do You Feel Guilty Closing?

chocolate cakeOne of the things we hear a lot is feeling guilty about asking, approaching, and/or “selling.” Can you imagine starting a business and failing just because you feel guilty for trying share information about your product, service, or business?

You may completely be able to imagine it because you know people that it’s happening to.

Guilt about asking is coming from a place where you …

a) don’t believe in your product

or b) you think that sell is a four letter word.

Okay, it is a four letter technically, but seriously – you see selling as something you are doing to people and not for them. You see it as manipulation and not assistance. You see selling as “I Win” and “You Lose” not as a “Win-Win.”

How do you overcome this?

First you have to believe that what you are asking someone to do or buy has the ability to positively impact their life somehow, solve a problem, or change their condition for the better. A lemonade stand on a hot summer day does this! We need to tap into that core philosophy for our own business.

Next, you must get rid of this idea that when you are selling you are doing something that is not in the customer’s best interest. If you have something that this person should know about – get on with telling them the story about you, your product, or your service and let them decide whether or not it’s for them.

Save your guilt for having an extra slice of chocolate cake – not for selling.

I know I will!

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!

When You ‘Go for No’ Never Do This!

When you get a ‘no’ from someone, never react poorly. You might be frustrated, angry, annoyed, irritated or just exhausted. You might feel despondent, upset, sad, and at the end of your rope.

When you reach the end of your rope, tie a knot in it and hang on. – Franklin D. Roosevelt

But you cannot show it. The very thing that most people fear about telling a salesperson or business owner ‘no’ is a bad reaction.

So despite whatever you’re feeling, immediately respond positively.

When we did sales training for retail organizations we always taught salespeople to respond positively when a customer said they were just looking. Many salespeople would react either indifferently or annoyed with the response. But when the salesperson responded with kindness and enthusiasm, customers would often let their guard down and become far more willing to engage with the sales person and that would lead to a sale.

The lesson is, make people feel okay about telling you ‘no’ and a couple key benefits will happen for you.

1. They will let their guard down and be more open to hearing from you again. (Hence, your positive reaction can actually help you turn that no into a yes later on.)

2. They will be more likely to refer you or make an introduction because they don’t see you as someone who can’t handle it if things don’t work out. (No one wants to give the names of family, friends, or colleagues to someone that is overly aggressive!)

Now, you might be thinking, but I don’t want people to feel okay about telling me ‘no!’

We strongly suggest you change your mindset on that too. That’s a a lack-mentality often associated with standard ‘go for yes’ thinking. Because what you are saying is that you want to bully people into buying things they don’t want or need… or, you want people to avoid dealing with you because they are so uncomfortable that they can’t be honest with you. That is a very short-term attitude.  ‘Go for No!’ is a win-win mindset and when you combine that with positive persistence, and a long term attitude, everyone does win. 

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!

Do You Love What You Are Failing For?

With all the talk we do about failure, there is one thing that we don’t talk about as much as we should. There is something that is critical to being willing and wanting to fail your way to success. It’s the secret ingredient that, if not there… well, it’s a problem.

It’s thing that actually makes the failure okay in your mind.

Here it is: You have to love what you are failing for.

You have to love IT or love what it represents because if you don’t, and if failing along the way is a possibility (and for anything worth while, it is!) then it is going to be nearly impossible to get started and definitely hard to keep going to finally succeed.

If someone told you that a person very close to you needed an operation, but you needed to here 1000 No’s to make it happen, you’d do it right? All the failing would be for a worthwhile cause. The underlying ‘why’ would drive you.

When someone has a dream that they LOVE, the failures along the path are merely stepping stones. All they care about is that they are on the path and working towards achieving the dream. For them, it is worth failing for.

If you hate failing, you might need to question whether what you are pursing is, in your mind and in your heart worth failing for. If not, find something that is. As Jim Carrey said, “You can fail at what you don’t want, so you might as well take a chance on doing what you love.”

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!

Competing with a Natural Born Salesperson

Ever met a natural born salesperson?

They tell great stories, schmooze everyone in the room, and seem to close business with no effort. They win the awards, trips, and their sales training process is, “watch me, it’s so easy!”

So how do you compete against the natural born salesperson if you are not one? Can you?

You can with persistence.

Sure, the natural born salesperson can pick up the phone and schedule an appointment in the first conversation. For you? It might take 20 calls to get one appointment. But you can do it.

Yes, the natural born salesperson can waltz into a meeting with a prospect and get the sale. For you? It might take 10 meetings to close one sale. But you can do it.

And the natural born salesperson can suggest several add-ons turning a regular sale into a massive one. For you? It may take many attempts and lots of practice in building the value of add-on products and services. But if you stick with it long enough, you can do it.

Persistence… going for no… will eventually have you producing as much as any natural born salesperson. Go for No! is the great equalizer no matter what field you are in because it keeps you in the game. You don’t have to be a star player, you just have to hustle. No one can take the hustle away from you.

You can be as good and then get great. And people will wonder how you became a natural born salesperson.

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!

 

Do You Over Complicate?

Did you pick a WORD for the YEAR?

Confucius said, “Life is really simple but we insist on making it complicated.” I think this is true in all areas, including business. Especially as technology and human interactions are fusing together. It is easy to over complicate everything and get overwhelmed.

So my word for this year is: simplicity.

I decided on that word after listening to Tim Ferris being interview by Marie Forleo (see it here). Tim talked about finding the most “simple and elegant solution” for the things he wanted to do.

I know this is true for me and maybe for YOU as well: the simpler I keep things, the more likely I am to execute them. The more I execute, the more results I see and the faster I move forward. So, when thinking about doing something the first question I ask is, what is the most simple way to do this? Note to self: leave out the complicated plan. The more I complicate something the more I talk myself out of being able to pull it off. (Also known as self sabotage.)

And you may note this as well, at its essence, ‘Go for No!’ is very simple. Get more no’s. The more you complicate it, the more difficult it becomes. So, I wish you are very simple (but effective) 2018!

As Steve Jobs said, “Simple can be harder than complex: You have to work hard to get your thinking clean to make it simple. But it’s worth it in the end because once you get there, you can move mountains.”

Comments? Please let me know your thoughts and your word! 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 one of the newest, The Diamond Line on Audible.

How to Earn $1500 Hearing No

 A friend and sales trainer, Bernie Cronin, of Sandler Training Pompano Beach FL, sent us this great ‘Go for No!’ story. Here it is as Bernie shared with us:

“I had a client by the name of Fred a few years ago and we were doing a goal setting session. He was in the insurance business and was struggling with his prospecting.  I asked him about a goal he would like to achieve in the next 6 months and he said “It will be our 5th Wedding Anniversary and I’d like to take my wife to Bermuda, where we spent our honeymoon for a long weekend. I asked how much it will cost and he said “$1,500.00 off-season.”

I said, “Fred I’m not a good prospect for you. My college roommate handles all of my insurance so I am telling you it’s a NO.” I then took out an envelope wrote $ 1,500 on it and gave him the envelope and I put $ 1 in it. Then I said “Now go get 1499 more NO’s and every time you get a NO put $1 in the envelope and you’ll have enough money to go to Bermuda.

He said astonishingly, “you are sick.” Then Fred thought a little and said, “you’ve got a deal.”  So he picked up the phone and started calling like this, “Hi, my name is Fred with Northwestern Mutual. I sell insurance and you are probably not interested in speaking with me but your name came upon my prospect list so the reason for my call.”  Guess what happened ? He closed more business than he ever had, went to Bermuda and never got to his 1,500 NO’s.  Moral, NOtivation works!”

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!

The key secret society doesn’t want you to know…

… about failure. That was the headline of a recent online video interview I did with Onder Hassan at Dawn of Change.

What is interesting, is that our society claims to value learning from mistakes but often times we see people being publicly shamed or humiliated when failure happens. (Have you checked the #fail hashtag recently?)

And yet here is another secret: top achievers and successful people are testing and trying stuff all the time and failing in the process. You just don’t see it and they don’t go out of their way to share it.

So on one hand, you have society looking down on “failure” for the large part, combined with the super successful among us keeping their own failures under wraps.

Luckily the phenomenon is starting to shift. For example, FailCon is a superb example of people coming together, sharing and learning from failures. And there are other people and events contributing to the failure movement; view my list of Failure Philosophers on twitter.

But the mindset is not easily changed. It requires ongoing reprogramming to change how you have been taught and trained to think about failure. If you have already, please sign up to get our ongoing monthly NOtivational newsletter to continue your journey.

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!

Eating NO for Breakfast

 IMG_0700In our Go for No! DVD Movie, Wayne Allyn Root said, “I always say that I eat NO for breakfast. ‘NO’ is the opening dialogue of a conversation. That’s all no is. When someone says ‘NO’ to you, that’s the start of a long negotiation.”

You can begin by just creating a ‘no awareness.’ How many no’s are you getting a day… or a week, or month? If it’s none or not many… it’s time to start adopting a new mindset. No’s are the breakfast of champions!

A couple years ago, Wayne released a great book called, The Power of Relentless. He discusses it briefly in this quick video. The book will absolutely inspire you.

Get Wayne’s book on Amazon here!

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