When it comes to ‘Go for No’ we often talk about the ‘numbers game’ aspect. That is only one small piece of what a ‘Go for No!” mindset is all about.
One powerful nuance has to do with your physical posture. Think about a person who is ‘yes’ focused. They lean forward – invade space – talk fast – trying to persuade or even subtly force.
What does the customer or prospect do? They may actually physically move backward… or if they will mentally. They can sense the pressure.
That is not what the ‘Go for No!’ posture is about at all. When you are not consumed about talking someone into saying ‘yes’ to you, your posture is relaxed. You can have a normal conversation where you ask questions, gather information, and make a recommendation on what you heard (even if the recommendation is, you don’t have the right thing for your customer or prospect!) That can attract people rather than repel people.
Is it possible to create a posture that reduces rejection? Hard to say. But one thing is true: people do not like to buy from people who seem desperate. But if you approach people in a relaxed manner, it reduces the pressure and stress created for your prospect. And that, ironically, may just lead to a yes.
Have you read our short fable, Go for No! yet? Get it here at our store or on Amazon if you prefer.