Go For NO

Yes is the destinationNo is how you get there

Fear of Rejection
Turn an Obstacle Into an Asset
What is Standing Between You and
Success?
Is it Fear? Is This Little Word
Stopping You?
NO

Why not turn NO into your

greatest asset

How Are We Saying No For Our Customers?

Retail Store Story

Exercise:
What Kind of Ways Do We Say NO
For Others In Our Business?

The salesperson never decides

when the sale is overthe
customer does

Types of Nos In Our Business

Sales

Pre-judging who needs it

Not following up after presentation
Not Asking for the sale
Not asking for the $35.95
Forgetting to ask for referrals
Not asking the question why
Not continuing to follow-up (5-12)
Not following up about using it
Forgetting to follow-up on precancels/cancels
Up sale on Identity Theft
Missing opportunities for sale of
business plans/employee benefit

Recruiting
Pre-Judging prospects
Forgetting to follow-up
Not getting the list during game plan
(including friends/family and
businesses)
Afraid to talk to your chicken list
Failing to field train
Why not conference, briefings, S.S.
Not teaching 3-way calling
Not teaching the entire system
Getting out of the way

Fear of Rejection
Fear of Rejection is the single greatest reason
why people dont make money in this business
By actually going out and Inviting Rejection,
you can overcome your fear in stages:
1. You get it and it bothers you
2. You get it and it doesnt bother you
3. You get it and turn it to your advantage

Ask For The Order

Ask:
How would you like to activate your membership
credit or checking?
What address would you like your will kit sent to?
Are you ready to start protecting your family?

Handle Objections
Emphasize (No may be Not Now)
Restate the objection/question or
Ask may I ask you, what is holding you backis it
the price?
Never get defensive
Ask for referrals

Increase Results by 80 Times!

This one thing can increase your
results
What is it?
FOLLOW UP

Why dont more people follow

up?
FEAR of NO - rejection

Top 10%
48% of Sales People NEVER
Follow Up with a Prospect
25% of Sales People Make a
Second Contact and Stop
12% of Sales People ONLY Make
Three Contacts and Stop
ONLY 10% of Sales People Make
More than Three Contacts

Why Follow-Up
2% of Sales are Made on the First
Contact
3% of Sales are Made on the Second
Contact
5% of Sales are Made on the Third
Contact
10% of Sales are Made on the Fourth
Contact
80% of Sales are Made on the Fifth to
Twelfth Contact!

Commit To Getting 5-12 NOs Per

Contact

Top 10%
92% of all Sales People Give Up
Without Hearing a Fifth NO from
a customerbut

Research shows that 60% of all

Customers say NO four times
before finally saying YES!

We Begin to Succeed When We Learn To Fail

We all love the sound of YES.it is
positive
When you hear NO, you think it is
negative and draining but
What if NO could actually be
empowering?
Who has Kids..they werent stopped
when they hear NO. They laugh and
consider it a challenge.
Get your tenacity back!

Model #1
The Common
Approach
SUCCESS

ME

FAILURE

Isnt this how most of us feel and

think?
What If This is Wrong?

Model #2
More Effective
Approach
YOU

FAILURE

SUCCESS

How To Build Your Gold Mine

You Have to Sift Through the Dirt (NOs) To Find

the Ore. The people that sift through the most dirt
finds the more gold.

5 Failure Levels
1.

The Ability to Fail

a. We all start with failure
b. Intense desire to AVOID Failure at all costs
c. 80% of people never get past here
2. Willingness to Fail
a. Accept failure as natural by product of success
b. Fewer than 20% of people make it here
3. Wantingness to Fail
a. Developed the desire to fail with the inner faith that
personal and financial growth will follow

4. Failing Bigger and Faster!

a.
b.

Came to conclusion that if failing is good, then

failing faster is better!
Do It with BIG Goals that are worthy of the effort!

5 Failure Levels
5. Failing Exponentially
a.
b.

Understand that massive success requires

multiplication of effort
Enlist others to fail with them, knowing that if
individual failure means individual success; group
failure equals group success!

Great leaders help everyone in their organization

understand the need to fail faster

Do The Thing and Ye Shall Have The Power!

New Empowering Definition of Failure

I learn from my failures
Each Failure takes me a step closer to
success

I see failure as an undeniable sign of

progress toward a goal
I have replaced any fear of rejection
with a burning desire to make another
call
I understand that YES is the destination,
but NO is how I am going to get there
I never make decisions for others in
terms of what someone will do, or
spend

Go For NO
By hearing the word NO over and over again, it loses its power
over you.
If you are hearing the word NO that means you are out talking to
people and that is a real key to success.
NO doesnt always mean NO, it can also mean, not right now; so
you want to follow up later.
But you have to be able to recognize when it really does mean NO,
so it is time to move on and not create any bad feelings.
By setting goals of hearing a target number of NOs each week
or each month, the impact of each one wont be the same as
before.
This process can help you overcome the roller-coaster you
sometimes feel in building your business. It may dampen the
positive feelings of each YES, but it will be off-set by not feeling
down when you get that next NO.

Did They Let NO StopThem?

When I thought I couldn't go on, I forced myself to keep going.
My success is based on persistence, not luck
Estee Lauder
We keep moving forward, opening new doors and doing new things.
Our curiosity keeps taking us down new paths
Walt Disney
Have the dogged determination to follow through to achieve your goal;
regardless of circumstances or whatever other people say, think, or do
Paul Meyer
Being defeated is often a temporary condition.
Giving up is what makes it permanent
Marilyn vos Savant
Action Cures FearEarl Nightingale
To double your successes, you need to double your failuresT. J. Watson

Are You Really Trying?

If youre not rejected at least
three times a week, youre not
really trying!
Go for No Contest By Next
Training

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