Go For No – Yes is the destination … No is how you get there.
I just finished reading this great book by authors Richard Fenton & Andrea Waltz – Go For No. I wanted to just give you my thoughts on the incredible power of this book and it’s concepts.
It is so contrary to our normal thinking of goal setting and hitting hard to meet quotas and getting those sales. I love the tagline of the book “YES is the destination … NO is how you get there.”
Let’s look at our traditional training and thought process. We are taught very early on that we should set goals and strive to make those goals at all cost. Nothing wrong with that…. where I believe we have been mislead is we are taught to go for that YES and when we do we have arrived.
After reading “Go For No” my whole thought process and goal setting system has changed. Prior to this I was so caught up in getting the YES and once I had all was complete. The problem I now see with that is to get to that oh so blessed YES we have to go through so many NO’s.
So think about this, we set our goal for 3 yes’s today and when we reach that goal we reward our family with dinner out. Sounds like a great plan, right? Here comes the challenge, how many NO’s along the way are we going to encounter and because our goal is set on the YES it is so easy to get despondent, quit, or even worse start setting our goals to less so we don’t have to deal with the disappointment.
Now let’s consider setting our goal to the number of NO’s that we want to get. Doesn’t matter along the way if we get 1 YES or 100 we keep going til we accomplish the number of NO’s that we set for our goal.
So if we set a goal of 20 NO’s a day there isn’t any disappointment when the NO’s come because that’s our goal. As we grow and get better and better at closing the number of YES’s that we end up with increase and that’s a great thing, but we continue to “Go For No.”
I love what one of my mentors always teaches, Ray Higdon, “Don’t get attached to the outcome.” This is so very important, just let the outcome, come. Concentrate on the process and set you site on the goal of NO’s!
I would challenge you over the next two or three months to switch up your thinking when it comes to setting your sales or recruiting goals. Start going for the NO’s and detach yourself from the almighty sale.
It is my belief that this is a much more productive and successful way to run your business and your life. This also makes it a lot easier on your team in dealing with the disappointment of the NO. If they are taught to “GO For NO” then they will become much more productive and less attached to the outcome.
I hope this has given you some help and inspiration on setting up your next 90 day goals.
Please comment below and share this with your team if you have found value.
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