go for no fenton and waltz yes is the destination… no is how you get there!!!

Go For NoGo For NoFenton and WaltzFenton and Waltz

Yes is the Destination…Yes is the Destination…

No Is How You Get There!!!No Is How You Get There!!!

Go for noGo for no

• ““I’m just curious, what did the customer say I’m just curious, what did the customer say no to?... How do you know what they would no to?... How do you know what they would not buy?” The customer was not finished not buy?” The customer was not finished spending… The salesman was finished spending… The salesman was finished selling!selling!

• The “fear” of hearing “No” is the only thing The “fear” of hearing “No” is the only thing standing between you and greatness!standing between you and greatness!

• You are Two letters from You are Two letters from greatnessgreatness……• N and O!!!N and O!!!

Go for noGo for no

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

Success

ME Failure

Go for noGo for no

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

ME Failure Success

Go for noGo for no• Kids know how to take NO in stride as they move towards Kids know how to take NO in stride as they move towards

success…success…• Billy: Can I have a cookie, mommy?Billy: Can I have a cookie, mommy?• Mom: NoMom: No• Billy: I want a cookie.Billy: I want a cookie.• Mom: No.Mom: No.• Billy: Please?Billy: Please?• Mom: I said no!Mom: I said no!• Billy: Pretty please with sugar on top?Billy: Pretty please with sugar on top?• Mom: No, No, No!Mom: No, No, No!• Billy: Why can’t I have a cookie?Billy: Why can’t I have a cookie?• Mom: Because I said so!Mom: Because I said so!• Billy: But why?Billy: But why?• Mom: Listen to me young man, I’m not gonna say this Mom: Listen to me young man, I’m not gonna say this

again… No!!!again… No!!!• Ten Seconds Later…Ten Seconds Later…• Billy: Mommy I want a Cookie!Billy: Mommy I want a Cookie!• Mom: Ok, for heavens sake, just one!Mom: Ok, for heavens sake, just one!

Go for noGo for no

• No is the difference between massive success No is the difference between massive success and mediocrity or failure!and mediocrity or failure!

• ““Do something every day that scares you!!!”Do something every day that scares you!!!”

• Remember: Your Remember: Your comfort zone comfort zone is never static is never static – It’s always expanding or retracting! Getting – It’s always expanding or retracting! Getting bigger or smaller – Shrinking or growing!bigger or smaller – Shrinking or growing!

• Remember: Your willingness to hear and take Remember: Your willingness to hear and take no got you to where you are in life and what no got you to where you are in life and what type of life you have!!! type of life you have!!!

Go for noGo for no

• Remember: A Remember: A willingnesswillingness to fail means you to fail means you will tolerate enough failure to get you what will tolerate enough failure to get you what you need from life, and no more…you need from life, and no more…• A A wantingnesswantingness means you’re not tolerating the means you’re not tolerating the

No’s in life, No’s in life, you are seeking them… Go for Noyou are seeking them… Go for No!!!!!!

Goal Setting and “NO”Goal Setting and “NO”

• Why do most of us relax after hitting or Why do most of us relax after hitting or coming close to our goals?coming close to our goals?

• Its really a way of staying within comfort Its really a way of staying within comfort zones and avoiding the pain of rejection.zones and avoiding the pain of rejection.

• Most people classify the amount of pain they Most people classify the amount of pain they must must endureendure to survive to survive as necessary painas necessary pain. . Anything beyond that is Anything beyond that is unnecessary painunnecessary pain! ! That’s why we dodge extra effort! It’s That’s why we dodge extra effort! It’s unnecessary! unnecessary!


• Success breads laziness or more success! It depends Success breads laziness or more success! It depends on your view of no… Get No Get Rich! Get Rejected on your view of no… Get No Get Rich! Get Rejected Get Rich!Get Rich!

• Example of Retail sales: Example of Retail sales: 85%85% never even ask or are never even ask or are given a chance to say given a chance to say No!!!No!!! (Pg. 94) (Pg. 94)

• Don’t take yourself out of the gameDon’t take yourself out of the game! When you’re ! When you’re hot, stay in the game… To get hot, stay in the game!hot, stay in the game… To get hot, stay in the game!

• What is your What is your failure quotientfailure quotient? How many time are ? How many time are you willing to fail before succeeding? How many you willing to fail before succeeding? How many times are you willing to get knocked down and get times are you willing to get knocked down and get back up? (Rocky) (Pg. 52-53)back up? (Rocky) (Pg. 52-53)


• Success requires, demands us to become Success requires, demands us to become NUMBNUMB to to NONO!!

• Remember: Yes is the destination but Remember: Yes is the destination but NoNo is is howhow you you get thereget there!!!!!!

• 80% of 80% of allall salespeople don’t make it through salespeople don’t make it through their first year for the simple reason that they their first year for the simple reason that they failed to make enough calls… Nothing else! failed to make enough calls… Nothing else! They just They just did not did not make enough make enough attemptsattempts!!!!!!

• Many have enough skills, Many have enough skills, mostmost never spend never spend enough time applying them!enough time applying them!


• Remember: To find gold you have to move Remember: To find gold you have to move the dirt… Move lots of dirt and move it fast!the dirt… Move lots of dirt and move it fast!

• No doesn’t mean never… It means NOT yet… No doesn’t mean never… It means NOT yet… So keep going!!!So keep going!!!• 44% quit after 144% quit after 1stst No. No.• 22% quit after 222% quit after 2ndnd No. No.• 14% quit after 314% quit after 3rdrd No. No.• 12% quit after 412% quit after 4thth No. No.

• But 60% of all customers say No 4 times But 60% of all customers say No 4 times before buying!before buying!


• Remember 92% of all salesmen never ask for Remember 92% of all salesmen never ask for the 5the 5thth No and that’s No and that’s when 60% of the clients when 60% of the clients say yessay yes!!

• The final stage to massive success is to learn The final stage to massive success is to learn to get No’s to get No’s exponentiallyexponentially!!!!!!

• Remember: Massive success requires Remember: Massive success requires multiplication of effort… Massive success multiplication of effort… Massive success requires massive failure… Help others learn to requires massive failure… Help others learn to go for NO!!!go for NO!!!

Bill on go for no…Bill on go for no…

• Fear of RejectionFear of Rejection• A. OthersA. Others• B. SelfB. Self

• How do you view, see, process “No”?How do you view, see, process “No”?• A. FishingA. Fishing• B. SportsB. Sports• C. Date/DanceC. Date/Dance• D. TestD. Test• E. PrayerE. Prayer


• How do failures/losers/victims see failure?How do failures/losers/victims see failure?

• How do successful/winners/owners see How do successful/winners/owners see failure?failure?

• All see it as a way of life… The way it is… But All see it as a way of life… The way it is… But the key is how they handle it and how they the key is how they handle it and how they process it and how they respond and react to process it and how they respond and react to it!!!it!!!


• Learned Helplessness VS. Learned OptimismLearned Helplessness VS. Learned Optimism

• As a Hammer VS. As a BookAs a Hammer VS. As a Book

• As a chance to quit VS. As a chance to As a chance to quit VS. As a chance to recommitrecommit

• As what happens to only them VS. As what As what happens to only them VS. As what happens to everyonehappens to everyone

• Everyone learns to expect and accept failure… Everyone learns to expect and accept failure… But what is the difference???But what is the difference???

• It’s all about Attitude… GO FOR NO!!!It’s all about Attitude… GO FOR NO!!!

go for no fenton and waltz yes is the destination… no is how you get there!!!

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