Blog
Read Richard and Andrea’s best posts for salespeople, business owners, and entrepreneurs on the topics of mindset, sales, personal growth, Go for No! (of course) and other success strategies.
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Challenge your fears and commitment
One of the things we get asked most often when we teach people to Go for No is... How do you get over the fear? 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...
Bending Over Backward for a Yes Can Bite You Right Back
Sometimes when you want that “yes” so badly, you are willing to do anything for it: Lower your price, or ignore your intuition and make compromises on things you normally would not do. That desperation can be blinding.
Sales Techniques People See Through
Either way, we have all been coached and trained to build rapport when it comes to selling. And yet in today’s business climate (no pun intended) one of the best ways to build rapport with someone is to demonstrate that you respect their time. That means, not chatting up people about weather patterns. Prospects see right through that.
How to Make Someone Who Says No to You, Fall Out of Their Chair!
From the file: "How to Make Someone Who Says No to You, Fall Out of Their Chair." (Who doesn't want to do this?? 😁 ) What do you do when you get a No? 🤔 Here's a great suggestion I heard from Samantha McKenna of #samsales (Okay, I admit I've been Linkedin and Youtube...
If Darth Vader and Luke Skywalker Were in Sales
What if Darth Vader and Luke Skywalker were forced to pause their epic battles throughout the galaxy... and become salespeople? 💫 Why would I even think to write such a thing? It was recently May 4th which has become a de facto holiday for Star Wars fans and......
A Go for No Story. Literally.
Author Suzanne Young had a book reading and signing for her brand new YA paranormal thriller, IN NIGHTFALL. (Normally, a joyful occasion for any author!) Instead, she posted this photo of a section in the bookstore full of empty chairs on Twitter and said: "If you...
New Book: When They Say No
As the authors of Go for No! we encourage people to hear no more. However, when they do, most people aren’t fully equipped with what to do next. Truthfully, this is an issue that we've been seeing for years. So finally... after way too long... our new book is here....
Does Go for No Work for Marketing Like Sales?
Go for No is a sales and marketing strategy that encourages individuals and teams to embrace rejection as a necessary step toward success. In sales, going for no is typically a one-on-one (or small team) endeavor. You make an ask, you get an answer. From a marketing...
Is It Possible to Change and Stop Fearing or Taking Rejection Personally?
When I was younger, I remember hearing the saying, "a leopard never changes its spots." When I asked what it meant I was told that "people don't change." There's also that irritating saying, "You can't teach an old dog new tricks." For years I operated on the premise...
Help! I Can’t Get a No or Yes!
The reality is, as much as salespeople dislike hearing no, prospects and customers hate to give it as well. That is why sometimes it feels like you can't get a yes... you can't get a no... you can't get anything. What to do? First, let's deal with one potential...
Andrea’s December Book Giveaway
Update: The Giveaway is Over. We've emailed all the winners, but a few people have not responded. If you see your name listed please contact us. Check out each of the 12 books in the giveaway, use the LINK you see to go directly to the page, and enter to win the book....
How Do You Pick Yourself Up After a Ton of Rejection?
One question I am asked often is, when you're really down, gotten no after no, how do you pick yourself up?? The answer is, to change your state. The best ways? Two things: MOVEMENT and MUSIC. Move! Get out from behind your desk. Put your phone on silent (or better...