Go For No

1
Go For No

• Fenton and Waltz
• Yes is the Destination
• No Is How You Get There!!!

2
Go for no

• Im just curious, what did the customer say no
  to?... How do you know what they would not buy?
  The customer was not finished spending The
  salesman was finished selling!
• The fear of hearing No is the only thing
  standing between you and greatness!
• You are Two letters from greatness
• N and O!!!

3
Go for no
Success
ME
Failure

• This is how most people think you move toward
  success By moving away from failure Always try
  to avoid failure!

4
Go for no

• But in reality failure is the half way mark in
  the road to success Failure is not to be avoided
  but used as a stepping stone toward success!!!

Success
ME
Failure
5
Go for no

• Kids know how to take NO in stride as they move
  towards success
• Billy Can I have a cookie, mommy?
• Mom No
• Billy I want a cookie.
• Mom No.
• Billy Please?
• Mom I said no!
• Billy Pretty please with sugar on top?
• Mom No, No, No!
• Billy Why cant I have a cookie?
• Mom Because I said so!
• Billy But why?
• Mom Listen to me young man, Im not gonna say
  this again No!!!
• Ten Seconds Later
• Billy Mommy I want a Cookie!
• Mom Ok, for heavens sake, just one!

6
Go for no

• No is the difference between massive success and
  mediocrity or failure!
• Do something every day that scares you!!!
• Remember Your comfort zone is never static
  Its always expanding or retracting! Getting
  bigger or smaller Shrinking or growing!
• Remember Your willingness to hear and take no
  got you to where you are in life and what type of
  life you have!!!

7
Go for no

• Remember A willingness to fail means you will
  tolerate enough failure to get you what you need
  from life, and no more
• A wantingness means youre not tolerating the
  Nos in life, you are seeking them Go for No!!!

8
Goal Setting and NO

• Why do most of us relax after hitting or coming
  close to our goals?
• Its really a way of staying within comfort zones
  and avoiding the pain of rejection.
• Most people classify the amount of pain they must
  endure to survive as necessary pain. Anything
  beyond that is unnecessary pain! Thats why we
  dodge extra effort! Its unnecessary!

9
Goal Setting and NO

• Success breads laziness or more success! It
  depends on your view of no Get No Get Rich! Get
  Rejected Get Rich!
• Example of Retail sales 85 never even ask or
  are given a chance to say No!!! (Pg. 94)
• Dont take yourself out of the game! When youre
  hot, stay in the game To get hot, stay in the
  game!
• What is your failure quotient? How many time are
  you willing to fail before succeeding? How many
  times are you willing to get knocked down and get
  back up? (Rocky) (Pg. 52-53)

10
Goal Setting and NO

• Success requires, demands us to become NUMB to
  NO!
• Remember Yes is the destination but No is how
  you get there!!!
• 80 of all salespeople dont make it through
  their first year for the simple reason that they
  failed to make enough calls Nothing else! They
  just did not make enough attempts!!!
• Many have enough skills, most never spend enough
  time applying them!

11
Goal Setting and NO

• Remember To find gold you have to move the
  dirt Move lots of dirt and move it fast!
• No doesnt mean never It means NOT yet So keep
  going!!!
• 44 quit after 1st No.
• 22 quit after 2nd No.
• 14 quit after 3rd No.
• 12 quit after 4th No.
• But 60 of all customers say No 4 times before
  buying!

12
Goal Setting and NO

• Remember 92 of all salesmen never ask for the
  5th No and thats when 60 of the clients say
  yes!
• The final stage to massive success is to learn to
  get Nos exponentially!!!
• Remember Massive success requires
  multiplication of effort Massive success
  requires massive failure Help others learn to go
  for NO!!!

13
Bill on go for no

• Fear of Rejection
• A. Others
• B. Self
• How do you view, see, process No?
• A. Fishing
• B. Sports
• C. Date/Dance
• D. Test
• E. Prayer

14
Bill on go for no

• How do failures/losers/victims see failure?
• How do successful/winners/owners see failure?
• All see it as a way of life The way it is But
  the key is how they handle it and how they
  process it and how they respond and react to it!!!

15
Bill on go for no

• Learned Helplessness VS. Learned Optimism
• As a Hammer VS. As a Book
• As a chance to quit VS. As a chance to recommit
• As what happens to only them VS. As what happens
  to everyone
• Everyone learns to expect and accept failure But
  what is the difference???
• Its all about Attitude GO FOR NO!!!