What You’ll Learn From This Episode:
- How to turn NO from being an obstacle into an asset
- Why avoiding rejection is a big mistake
- How setting a 'NO goal' is better than a YES
Related Links and Resources:
It's really easy to find, it's at www.goforno.com and you scroll down and about half the way down there's a little red badge that says "take the N-Q assessment" (No Quotient Quiz) because the first place to really start is to figure out where are you in your relationship to your mindset about failure, rejection, hearing the word No's
Everyone loves the word YES. For most people, NO is just the opposite. Frustrating. Depressing. A small two-letter word that has the power to literally stop people dead in their tracks. What if you could completely change the way you think about NO? Our guest believes that you can…
Andrea Waltz is the founder of Courage Crafters AND co-author of the best-selling book "Go for No!". She teaches salespeople and business owners of every shape and size how to reprogram the way you think and feel about the word NO to achieve your goals and dreams
Here are the highlights of this episode:
1:20 Andrea’s ideal Client: My ideal client is anyone who has to go out and sell a product, service, or idea for a living. Now I know that sounds like everybody because everybody sells but that is really true. It's anybody who has to face rejection, anybody who has a fear of rejection and especially the people that manage those people. Sales Managers typically, VP of Sales where they're leading a salesforce and again, people have to face rejection.
2:05 Problem Andrea helps solve: Right, it's not avoiding the word 'NO'. The problem we solve is helping people turn the word NO and really change it from being an obstacle into an asset. And I'm not kidding when I say that, like literally figuring out a way to help people reprogram the way they think about rejection and also feel about rejection so that it no longer stops them. So, when you get rejected and you get a no, instead of being depressed and slowing down and not being productive. you'll actually feel motivated, inspired and you keep going. It's a huge problem and that's what we focus on solving.
3:03 Typical symptoms that clients do before reaching out to Andrea: It's a great question because there are some really clear signs that rejection affects people and their business and in their life. The big one is procrastination; they know they have to call and reach out to prospects for their product or service, but they don't. They get rejected, they get a few No's, they slowdown, they want to give up. They have anxiety, they have nervousness, fear of looking pushy or aggressive as a salesperson. They fear of coming across as 'salesy salesperson'. All of those kinds of fears, anxiety, physically and all of those thoughts are big signs that rejection is affecting you.
4:06 What are some of the common mistakes that folks make before finding Andrea and her solution: Well typically people think the way to solve a fear of rejection is to do everything within their power to avoid getting rejected. So, they stop putting themselves in positions where they're going to be rejected. They do everything they can to avoid hearing the word 'no' and the irony is that it's the worst thing that you can do. That's the biggest mistake that you can make is to avoid rejection.
4:48 Andrea’s Valuable Free Action (VFA): I know it sounds counterintuitive but we teach people to 'go for NO'; so, I'm going to encourage everybody listening to this, instead of setting a goal for the number of YESES you want to get in a given day, I mean that's how we sell for a living. Set a number of NO's that you're going to get - set a NO GOAL. Go out and actually see how many NO's you can get on a given day, week, or month. And you'll be amazed to find that with those NO's, you will also put yourself in a position to get a lot more YESES. This is the equivalent of being on stage where the guy hands the lady who's terrified of a snake with a big snake. I know it sounds like "if I want to stay away from rejection, why should I hear more No's?" it's a counter-intuitive philosophy and it works.
5:57 Andrea’s Valuable Free Resource (VFR): It's really easy to find, it's at goforno.com, and you scroll down and about half the way down there's a little red badge that says "take the N-Q assessment" (No Quotient Quiz) because the first place to really start is to figure out where are you in your relationship to your mindset about failure, rejection, hearing the word No's. We have a free 20 question assessment that people can take and it will analyze where they are. It's a great place to start.
6:54 Where should I start? I encourage everybody to set a 'no goal' but there's a little bit more to it than that. And it's really where you should start is by understanding the philosophy behind ‘Go for No’. I really encourage people to go and read the book. It's a short 80 page, it's really a fun read. It explains the entire philosophy of why we believe that this is so important in terms for going for NO rather than going for YES: YES is the destination, but NO is how you get there. We encourage people to start by reading the book that leads the foundation. And then the next pieces, to create a 'no awareness', look at your life and business then say "am I playing to win? Am I willing to hear your no? Or am I just playing not to lose and I'm avoiding rejection at all cost". If we can create that awareness and do that by reading this short simple book, we see people achieve amazing results. And they can get those results in a really fast, easy, short period of time. And when they layer on setting that 'No goal' I talked about, they get amazing results.
“This is so important in terms for going for NO rather than going for YES: YES is the destination, but NO is how you get there" – Andrea Waltz