Go for No!® Sales Leader
What Success Could Your People Achieve if the Word “NO” Stopped Stopping Them?
Are you a sales leader in the trenches, fighting to boost performance and keep your team motivated to consistently achieve their targets?
If you’re ready to get your team to perform the way you always wanted, the Go for No!® Sales Leader Workshop is your ultimate solution.
“Our top leaders are still buzzing three months following Andrea and Richard presenting a Go for No!® segment at our annual sales leader retreat. The concepts our team learned have created a paradigm shift where prospecting is no longer a dreaded task but a vibrant and exciting opportunity for growth. Well done!”
There are many benefits when your team learns to Go for No!
- Increased sales conversions by turning more “no” responses into opportunities.
- Higher overall revenue as a result of a fearless approach to prospecting and selling.
- Greater resilience and persistence among salespeople, leading to more consistent performance.
- Reduced anxiety and stress for sales leaders and their teams, creating a more positive work environment and less turnover.
- Enhanced confidence among sales managers, knowing their teams are equipped to handle rejection.
- A sales culture where challenges are seen as opportunities rather than setbacks.
- Increased creativity and problem-solving as the team continually seeks new ways to improve.
- Stronger relationships with clients and prospects, less “order taker” mentality.
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A Brief Sales Story:
Many years ago, there was a young man who went to work for his father in the car business. His father was a legend in the fleet industry, but even with his father’s help and guidance, the young man was struggling.
The young man had completed a sales training program and had passed with flying colors. Even so, the young man found himself failing due to his inability to deal with the negative effects of failure and rejection.
Embarrassed with his performance and believing he’d never live up to expectations, the young man QUIT his job and moved.
The funny thing was, when he arrived in his new city, he took a job selling suits, figuring retail had to be easier than outside sales.
Two months later, the young man found himself failing again!
He realized his fear of failure and rejection was going to follow him wherever he went. It was something he couldn’t run from.
And then the most amazing thing happened.
An enlightened sales manager identified the problem and shared a counter-intuitive concept called Go for No!®.
My name is Richard Fenton, co-creator of the Go for No!® Sales Leader program, and the person in the story above was me.
But I got lucky.
I had the good fortune to cross paths with an enlightened sales leader who understood my problem and knew how to help me solve it. I understood the sales process, but the problem was something else—something that was never going to be solved with more sales training.
And I’m Andrea Waltz, the other co-creator of the Go for No!® Sales Leader program, and we’ve spent the last 25 years helping organizations improve sales performance.
what about you?
As a sales leader, you might find yourself confronting your salespeople over:
- Poor time management.
- Productive time being used for distractions or low-level administrative tasks.
- Creative excuses for not performing.
So, what’s the problem? In a nutshell…
If your team isn’t getting results, the problem is how people feel about failure, rejection, the profession of ‘selling’, and about themselves.
If your organization fails to address it, any sales training effort you engage in is destined to stall and fail.
Even the most well-trained salespeople can be paralyzed by the fear of rejection. When faced with the possibility of getting a ‘NO’, many salespeople retreat to safety.
This results in:
- Call reluctance and lack of prospecting.
- Inability to ask for the sale (close).
- Missed opportunities for expanding the size of a sale (add-on selling).
- Failure to ask for referrals.
Go for No!® teaches people to increase their failure, not decrease it. More importantly, it teaches them a rapid reframe to change rejection from something negative into a powerful positive.
With the massive impact of AI coming to every industry, and a rapidly changing global economy, being prepared to respond to setbacks isn’t a “nice to have” skill—it’s a must-have skill.
In today’s marketplace, your people must fall in love with the word ‘no’ if they want to succeed.
We understand this problem isn’t new.
The fear of rejection has been around since the beginning of time. What’s new is the solution!
Despite being well-designed, sales training rarely produces lasting results.
Beneath the surface for most salespeople lay psychological and emotional factors that sabotage performance.
Even after having gone through sales training, when it comes time to pick up the phone, they can’t shake the negative feelings from past rejections.
When sales training fails to deliver results, many sales leaders assume the training didn’t take—that their people didn’t “get it.”
So, what do they do? They put people through the training again. Or, out of sheer desperation, companies replace the old training with a new training process, and the cycle starts over again.
You need only look at the research:
- A study by CSO Insights found that only 31% of organizations reported their salespeople were highly effective in changing their behavior as a result of sales training.
- Research from Training Industry, Inc. shows that more than 70% of salespeople revert to their old behaviors within 30 days of completing a sales training program.
- The Sales Management Association reports that only 12% of sales training content is applied on the job, with most training failing to create lasting behavior change.
- The impact of fear of rejection cannot be ignored, and organizations that do ignore it do so at their own peril.
About the Program
Go for No!® Sales Leader is a transformative program for sales managers and sales-driven leaders at every level.
Go for No! isn’t just a methodology; it’s a mindset shift that empowers leaders to embrace rejection as a stepping-stone to success. You’ll learn how to instill this resilient mindset in your team, turning obstacles into opportunities and setbacks into wins.
We don’t attempt to bypass or negate your current programs or processes. This is to layer on top and make them truly effective!
This workshop teaches you how to turn rejection into a positive force and equip you to get your team to push through obstacles. You’ll learn how to boost confidence, improve communication, and create a culture of persistence and positivity.
The Go for No! Sales Leader Experience
delivery method
The entire experience can be delivered in person or virtually and delivery times will vary once we collaborate with you on your timeframes.
The initial program is available in-person or virtually as one 3-hour workshop or 2 separate 90-minute sessions (virtual only).
Programs are always delivered personally by Richard and Andrea.
Part One: Go for No!
Based on the concepts in the #1 bestselling book, Go for No!, your people will learn:
- Two models of “failure” and “success” (which you need to adopt).
- The most effective way to look at ‘no’ that will forever change your mindset and personal results.
- A new way of setting goals that drives performance and encourages momentum.
- How to get off the YES and NO emotional rollercoaster.
- Persistence statistics and what it means for you.
Part Two: Leading the Way to Go for No!
Through a framework of six “leadership drivers,” your people will learn:
- The importance of modeling, communicating, and embracing their role as Go for No! leaders to drive performance.
- To identify four selling styles and work through any “selling stigma.”
- How to challenge people out of their comfort zones.
- How to concentrate and coach on “go for no” sales behaviors.
- How to celebrate success and failure to inspire the team.
Part Three: Training the sales team
Richard and Andrea deliver a 60-90 minute Go for No! session to the entire sales team so your leaders don’t have to!
Part Four: Follow Up Meeting
60-90 days a sales leadership follow-up session to discuss the impact, challenges, and opportunities.
Other Options
In addition to this process, additional options include:
- Conducting a 21-Day Go for No! Challenge for the sales team
- Providing Go for No! books or the audio version of Go for No!
- Enrolling your people into the Mastering Go for No! online course
- Sending Go for No! swag packages to your sales leaders
Do you really need the Go for No!® Sales Leader training?
The truth is, it’s easier to do nothing.
But there’s a price to be paid for inaction.
- Who gets the bill for not doing this training?
- Who picks up the check for not reaching your sales projections?
- Who pays the price for watching your people continue to struggle with call reluctance and low morale?
The answer is: everyone. This is not a problem that simply goes away.
Go for No!® confronts the elephant in the room that many organizations are hesitant to talk about. But when you do address it, the results can be magical.
How would it feel to know that your team feels empowered and driven to push through failure and rejection?
That they have the mindset and tools to help them handle procrastination, stalls, and slumps?
That together you and your team can reach your targets because you’ve worked on something that is still holding back your competition?
reach out!
Email us at info@goforno.com or call 800-290-5028 to schedule a conversation to discuss working with your team, check on date availability, and get an investment breakdown. We have options for every size team and budget, whether you are having an in-person meeting or want a small group virtual training.
testiNOnials
“We have never had such positive feedback about any speakers before.”
“Andrea and Richard are my go-to experts on getting past NO, conquering the fear of rejection, and reaching your true potential as a sales professional.”
“We are already seeing huge improvements in our team’s performance.”
About Richard & Andrea
Since then, they have become nationally recognized speakers and trainers, best known for helping people overcome fears of failure and rejection using their strategies.
Their best-selling book, Go for No!, now has 500,000 copies in print, and their client list reads like the Who’s Who of Business.
