Go For NO Yes is the destination-

No 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 over—the customer does’

Types of No’s 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 pre-cancels/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 don’t 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 doesn’t 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 back—is 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 don’t 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 NO’s Per Contact

Top 10%

• 92% of all Sales People Give Up Without Hearing a Fifth NO from a customer…but

• 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 weren’t stopped when they hear NO. They laugh and consider it a challenge.

• Get your tenacity back!

Model #1

The Common

Approach

SUCCESS FAILURE

Isn’t this how most of us feel and

think?

What If This is Wrong?

ME

Model #2

More Effective

Approach

YOU FAILURE SUCCESS

How To Build Your Gold Mine

You Have to ‘Sift’ Through the ‘Dirt’ (NO’s) 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. Came to conclusion that if failing is good, then

failing faster is better!

b. Do It with BIG Goals that are worthy of the effort!

5 Failure Levels 5. Failing Exponentially

a. Understand that massive success requires multiplication of effort

b. 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 doesn’t 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 “NO’s” each week or each month, the impact of each one won’t 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 Fear…Earl Nightingale

• To double your successes, you need to double your failures…T. J. Watson

Are You Really Trying?

• If you’re not rejected at least three times a week, you’re not really trying!

• Go for No Contest – By Next Training

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