There are several books, theories and ideologies that have influenced the way I do business. One book, “Go for No” by Richard Fenton and Andrea Waltz struck a chord with me and several associates that have changed the very nature in which we all operate and deal with rejection. “Go for No” helps to overcome the limitations that rejection can bring and gives you opportunity to look at rejection as a path to success rather than a feeling of failure.
The idea is to detach ourselves from the outcome and just ask for a decision. It’s a bit like when cabin crew walk along the plane offering duty free. They walk along the aisle offering “Duty free? Duty free?”. What happens if nobody buys any duty free? Do you hear the trolly crashing into the end of the plane while they shout “I can’t believe nobody bought anything!!!”? No, because they know it’s a numbers game and if they ask enough people some of them will say yes.
So how do you detach yourself from the outcome? I want to introduce you to the concept of “go for no”. Most people think when they’re looking for a “yes” that a “no” is taking you in the wrong direction. The reality is a “no” is almost inevitable on the way to a “yes”
As an example, let’s say you have to ask roughly 5 people for business before you get a “yes”. You’re going to experience at least 4 or 5 people saying “no” to get one “yes”.
I have applied the “Go for No” methodology to several areas of my business. Whether it be speaking with Utility Warehouse prospects or inviting people to events such as BNI or other networking events, the idea of “Go for No” has changed my mindset when entering into a new business conversation.
So, rather than aiming for 1 person a week to say “yes”, why not aim for 5 people to say “no”. It’s going to happen when you invite people to a networking opportunity or ask directly for their business. When you “go for no” you actually end up celebrating when a prospect says “no” and being disappointed when they say “yes”. It completely flips the emotion on its head.
So let’s “go for no”
If you would like to know more or you are interested in exploring this concept first hand, “Go for No” is available online or by clicking here.