Another new year is on the way. A time for re-birth; sweep away the old stuff and bring in the new goals and dreams for 2011. So this means one thing: CHANGE! And for many of us, change, even positive change, equals FEAR!
As you think about and plan out what you want from 2011, you are going to get excited. (Let's hope so right?!) And then after a couple of days the doubt and the fear set in. Whether these are business changes, physical changes, financial strategies - whatever - the fear is often there... tapping you on shoulder and saying, "Um, who are you to do this?" and "It would be easier to just hang out, relax, and try this next year." Oh that helpful fear.
Just as I wrote this I came upon on a great article by Barry Farber. Barry interviewed Teddy Atlas, a world-renowned boxing trainer, and he told Barry this:
Fear is like fire. When it's controlled, it'll cook for you, it will heat your home, it will do a lot of good things. When it's not controlled, it will burn up everything around you--consume everything. Same with fear. When it's controlled, it will make you better. It will make you prepare, it will make you do what you have to do to survive. And if it's not controlled, it will consume you just like fire; it will destroy you. You have to understand fear is an ally, not an enemy.
So when that fear is tapping you on the shoulder and whispering doubts to you - just thank it for getting you ready for an amazing year and walk away!
Tuesday, December 28, 2010
Monday, July 19, 2010
Follow Up Creates Trust
It amazes us how few people these days do what they say they will do. Take following up for example:
Following up with people (after getting permission to check back with them) who initially say "no" or "not yet" achieves two things right away...
1) It's statistically smart. Research shows a huge number of people say "no" when first asked to make a decision. Follow up increases your chances to turn that NO into a YES. Following up multiple times can also play to your advantage. Most people will have gone home long after 1, 2, 3 follow up calls or appointments.
2) It creates trust. Suppose you just told someone that you'll check back with them in 6 weeks or next Tuesday. Then you don't. What does that say about you and how seriously you take your business? What does it say about you caring to keeping your word?
Following up when you say you will creates TRUST. This brings us back to point #1. People often say NO the first time because of the FEAR of making a bad decision. When you follow up you are demonstrating that you are someone who is serious and that you can be trusted. So, ask to follow up with those NO's and then DO IT!
Following up with people (after getting permission to check back with them) who initially say "no" or "not yet" achieves two things right away...
1) It's statistically smart. Research shows a huge number of people say "no" when first asked to make a decision. Follow up increases your chances to turn that NO into a YES. Following up multiple times can also play to your advantage. Most people will have gone home long after 1, 2, 3 follow up calls or appointments.
2) It creates trust. Suppose you just told someone that you'll check back with them in 6 weeks or next Tuesday. Then you don't. What does that say about you and how seriously you take your business? What does it say about you caring to keeping your word?
Following up when you say you will creates TRUST. This brings us back to point #1. People often say NO the first time because of the FEAR of making a bad decision. When you follow up you are demonstrating that you are someone who is serious and that you can be trusted. So, ask to follow up with those NO's and then DO IT!
Thursday, July 8, 2010
Law of Attraction vs. Go for No
We'd like to cover a small perceptual challenge we run into pretty much all time, especially from those who are fans of the "law of attraction" (as are we by the way!) and it is this...
"NO is so NEGATIVE. If I focus on the NO's I'll get them. I want to be positive."
So let's clear this up. You are NOT focusing on NO. You are not hoping, praying or wishing for a NO. The only thing you are doing differently is in the not avoiding it. You see, what's important in "law of attraction" is the last 6 letters... ACTION.
You already know that if you sit in your living wishing and attracting a Ferrari it isn't happening. It works about as well as going only for yes and avoiding no. Pretty soon you've got to stop all activity as chances are the no's are going to show up for you. Sorry. No's still happen (though much less) to the best of the best.
So, relax. You are not secretly trying to get a "no." You are merely acting and then allowing the result to occur... whether it is a yes or a no. Either way, you should be excited because you did the most important part... you took ACTION.
"NO is so NEGATIVE. If I focus on the NO's I'll get them. I want to be positive."
So let's clear this up. You are NOT focusing on NO. You are not hoping, praying or wishing for a NO. The only thing you are doing differently is in the not avoiding it. You see, what's important in "law of attraction" is the last 6 letters... ACTION.
You already know that if you sit in your living wishing and attracting a Ferrari it isn't happening. It works about as well as going only for yes and avoiding no. Pretty soon you've got to stop all activity as chances are the no's are going to show up for you. Sorry. No's still happen (though much less) to the best of the best.
So, relax. You are not secretly trying to get a "no." You are merely acting and then allowing the result to occur... whether it is a yes or a no. Either way, you should be excited because you did the most important part... you took ACTION.
Monday, June 21, 2010
Facing Rejection in Sales
I see a lot of people blogging and chatting about the top traits of salespeople. In our mind, one of the single biggest and most important factors is persistence. It's about persisting despite rejection and staying with the process (via follow up) so that when your prospect is FINALLY ready - you will be there. Larry Winget talked about this idea in our Go for No! DVD Movie:
"There are more bad sales people selling bad products at a higher price, than there are good sales people selling good products at a reasonable price. The bad sales people can make more money - which might make them good sales people - simply because they ask more people. They just stay with it all of the time. They don't understand what rejection is. They look at rejection as a challenge." -Larry Winget
"There are more bad sales people selling bad products at a higher price, than there are good sales people selling good products at a reasonable price. The bad sales people can make more money - which might make them good sales people - simply because they ask more people. They just stay with it all of the time. They don't understand what rejection is. They look at rejection as a challenge." -Larry Winget
Tuesday, May 18, 2010
What is more important... Talent or Tenacity?
What is more important in your mind... talent? or is it tenacity? Please watch this short 4 minute video and then... we'd love to get your answer here!
Wednesday, May 12, 2010
Unseen, Untold, Unsold
Richard tells a great story about his "fleet sales legend" father, Don. The story goes...
"When I first started in the car business, I noticed that my father had a piece of masking tape stuck to the back of his telephone receiver. On it, he had written three words:
Unseen. Untold. Unsold.
Being new to the business I asked my dad what it meant. He said, "Selling is nothing more than telling your story to as many people as you can… as fast as you can. If the prospect remains unseen and untold… they will forever remain unsold."
It doesn’t get any simpler than that! When you get back to most basic elements of your business, this is what it is all about. Unseen. Untold. Unsold.
"When I first started in the car business, I noticed that my father had a piece of masking tape stuck to the back of his telephone receiver. On it, he had written three words:
Unseen. Untold. Unsold.
Being new to the business I asked my dad what it meant. He said, "Selling is nothing more than telling your story to as many people as you can… as fast as you can. If the prospect remains unseen and untold… they will forever remain unsold."
It doesn’t get any simpler than that! When you get back to most basic elements of your business, this is what it is all about. Unseen. Untold. Unsold.
Wednesday, May 5, 2010
Someone is eating your lunch...
Lunch is being served as we speak. The question is, while you’re sitting back - worried that someone might tell you "NO" and reject you - someone is eating your next meal. And the one after that, too! And do you know who it is that’s eating your lunch? Someone just like you! The same height… the same weight… the same hair color. Someone with the same fears and apprehensions. The only difference is that they have summoned the courage and mastered the ability to act in the face of fear, to stumble and 'flee forward' while everyone else is sitting back and waiting. Including you, perhaps?
So, who do you want to be: The person who is eating (maybe really well) or one of the hungry? Because right now - this very minute - YOUR lunch is being served! YOUR LUNCH! The only question is: Will you be there to eat it? Because, if not, someone else will.
So, who do you want to be: The person who is eating (maybe really well) or one of the hungry? Because right now - this very minute - YOUR lunch is being served! YOUR LUNCH! The only question is: Will you be there to eat it? Because, if not, someone else will.
Monday, May 3, 2010
Stop Trying to Look Good!
There are some core reasons why people do everything within their power to avoid hearing NO's. Specifically, I want to point out one of our favorite quotes from Lisa Jimenez who was one of the amazing guests we had in our Go for No! DVD docu-movie.
Here's a part of what Lisa had to say...
"It's an interesting reality that we are more committed to looking good. When you get a "No," you don't look good, it doesn't feel good. So we have to be OK with not looking good. We have to be OK with getting dirty, messing up, falling down."
Lisa is so right on here! So what happens when we think we don't LOOK good? As she says, then we don't FEEL good. And now here we are not "looking good" and not "feeling good." What's next? Doing everything in our power to keeping looking good. And if that means quitting, then sometimes we just quit.
So what to do? For us, we flipped the model! We've decided we look BEST when we're getting No's, messing up, and falling down! So stop trying to look good!
Here's a part of what Lisa had to say...
"It's an interesting reality that we are more committed to looking good. When you get a "No," you don't look good, it doesn't feel good. So we have to be OK with not looking good. We have to be OK with getting dirty, messing up, falling down."
Lisa is so right on here! So what happens when we think we don't LOOK good? As she says, then we don't FEEL good. And now here we are not "looking good" and not "feeling good." What's next? Doing everything in our power to keeping looking good. And if that means quitting, then sometimes we just quit.
So what to do? For us, we flipped the model! We've decided we look BEST when we're getting No's, messing up, and falling down! So stop trying to look good!
Wednesday, April 28, 2010
Sorry - Yes, You Gotta Call Back!
Recently we've been asked... how long should I keep going? For example: "I call people and leave messages but they don't call me back!" True, it's rare that you get a call back. Unless someone is HIGHLY motivated - right place, right time, right person, right everything - you usually won't get a call back. Face it, do you call everyone back?
Second, and more important... you are pursuing this person. This bears repeating: you are pursuing them! So avoid agonizing over them not calling you back, or emailing you a response etc. The reality is they will reach out when it's right for them. Unless... you are no where to be found!
So what should you do? Be there when the time is right! This means staying touch, following up undeterred by lack of response. Stay top of mind. Something will change. So how long should you keep going? For as long as it takes.
Second, and more important... you are pursuing this person. This bears repeating: you are pursuing them! So avoid agonizing over them not calling you back, or emailing you a response etc. The reality is they will reach out when it's right for them. Unless... you are no where to be found!
So what should you do? Be there when the time is right! This means staying touch, following up undeterred by lack of response. Stay top of mind. Something will change. So how long should you keep going? For as long as it takes.
Tuesday, April 13, 2010
Your Overactive Imagination
I have a fantastic imagination as I am sure you do too. When someone does not return my call (yes, it does happen), or respond to an email, or ignores me after repeated attempts... I begin to wonder.
And the stories I make up about what this person is thinking, feeling, and doing regarding me are really interesting. In fact, it is amazing how, in my own mind, everyone is thinking about or acting in a certain way because of little old ME! (Now it would be helpful for you to also refer in this moment, to my last blog: My Favorite Rule.)
The reality is, people are busy, they're thinking about themselves, and whatever story you've made up as to why you haven't gotten through to this person is totally inaccurate. It's your overactive imagination making up stories! So the next time you are talking yourself out of recontacting this person, remember that you have no idea what's really going on and you are simply going to find out. True, it may take a while! But you will eventually find out the real story, and I promise - it's all about them - not you.
And the stories I make up about what this person is thinking, feeling, and doing regarding me are really interesting. In fact, it is amazing how, in my own mind, everyone is thinking about or acting in a certain way because of little old ME! (Now it would be helpful for you to also refer in this moment, to my last blog: My Favorite Rule.)
The reality is, people are busy, they're thinking about themselves, and whatever story you've made up as to why you haven't gotten through to this person is totally inaccurate. It's your overactive imagination making up stories! So the next time you are talking yourself out of recontacting this person, remember that you have no idea what's really going on and you are simply going to find out. True, it may take a while! But you will eventually find out the real story, and I promise - it's all about them - not you.
Saturday, April 3, 2010
Andrea's Favorite Rule
One of my favorite "fun" books (not "biz" books) is 'Olivia Joules and the Overactive Imagination' by Helen Fielding; the same writer who did the Bridget Jones series. The book is nothing but silly and fun - we get to watch the main character, Olivia - desperate for a life of mystery, intrigue, and love - actually stumble into it, getting the life she's been dreaming of.
It's Bridget Jones meets James Bond for women.
Olivia is a great character and I fell in love with a list she calls upon throughout the book called, "Rules for Living." These rules span all facets of a woman's life including the very important Rule #3: Never change a hair cut or color before an important event. I can personally attest to this rule having broken it myself. This rule seems obvious but it's easy to ignore and you will regret not following it. I am still paying the price until this very day. (A story for another time.)
But then there is Rule #2. My favorite. It's the one I knew deep down but was reminded of it and I have gone back to this rule over and over and over in my life. Here it is:
Olivia Joules' Rule for Living #2: No one is thinking about you. They're thinking about themselves, just like you.
It doesn't require much explanation and I bet that deep down you knew this one too. Remember it! Go back to it over and over. Remember this Rule every single time you want to do something different, something NEW, something for YOU, something against type, CRAZY, BOLD, Courageous, something your friends or family won't like or approve of... Anything.... except of course change a hair cut or color before an important event.
It's Bridget Jones meets James Bond for women.
Olivia is a great character and I fell in love with a list she calls upon throughout the book called, "Rules for Living." These rules span all facets of a woman's life including the very important Rule #3: Never change a hair cut or color before an important event. I can personally attest to this rule having broken it myself. This rule seems obvious but it's easy to ignore and you will regret not following it. I am still paying the price until this very day. (A story for another time.)
But then there is Rule #2. My favorite. It's the one I knew deep down but was reminded of it and I have gone back to this rule over and over and over in my life. Here it is:
Olivia Joules' Rule for Living #2: No one is thinking about you. They're thinking about themselves, just like you.
It doesn't require much explanation and I bet that deep down you knew this one too. Remember it! Go back to it over and over. Remember this Rule every single time you want to do something different, something NEW, something for YOU, something against type, CRAZY, BOLD, Courageous, something your friends or family won't like or approve of... Anything.... except of course change a hair cut or color before an important event.
Wednesday, March 3, 2010
Guilt & for Asking for the Sale!
One of the things we are starting to hear a lot of lately is feeling guilty about asking, approaching, and/or "selling." Can you imagine starting a business and failing just because you feel guilty for trying share information about your product, service, or business? You may completely be able to imagine it because you know people that it's happening to!
Guilt about asking is coming from a place where you a) don't believe in your product or b) you think that sell is a four letter word. Okay, it is a four letter technically, but seriously - you see selling as something you are doing to people and not for them. You see it as manipulation and not assistance. You see selling as "I Win" and "You Lose" not as a "Win-Win."
How to overcome this? Well, first you have to believe that what you are asking someone to do or buy has the ability to positively impact their life somehow, solve a problem, or change their condition for the better. A lemonade stand on a hot summer day does this! We need to tap into that core philosophy for our own business.
Next, you must get rid of this idea that when you are selling you are doing something that is not in the customer's best interest. If you have something that this person should know about - get on with telling them the story about you, your product, or your service and let them decide whether or not it's for them. Save your guilt for having an extra slice of chocolate cake - not for selling. I know I will!
Guilt about asking is coming from a place where you a) don't believe in your product or b) you think that sell is a four letter word. Okay, it is a four letter technically, but seriously - you see selling as something you are doing to people and not for them. You see it as manipulation and not assistance. You see selling as "I Win" and "You Lose" not as a "Win-Win."
How to overcome this? Well, first you have to believe that what you are asking someone to do or buy has the ability to positively impact their life somehow, solve a problem, or change their condition for the better. A lemonade stand on a hot summer day does this! We need to tap into that core philosophy for our own business.
Next, you must get rid of this idea that when you are selling you are doing something that is not in the customer's best interest. If you have something that this person should know about - get on with telling them the story about you, your product, or your service and let them decide whether or not it's for them. Save your guilt for having an extra slice of chocolate cake - not for selling. I know I will!
Friday, February 12, 2010
Love Note to Our Movie Stars
People always ask us, so how did you get all these amazing people (58 top achievers, thinkers, leaders, speakers, - too many to list here!) to agree to be in your documentary video? It's a great question.
1) First, and we'll take a little credit here; we asked. You don't ask, you don't get. So, with nothing except faith in the worthiness of our project, we asked, sometimes repeatedly. It's amazing what can happen when you just take action and ask the question! Did we get some Nos? Of course. But as you know, that's just part of the process.
2) Most people are willing to help. And our group were of course, some of the most generous, giving people we'd ever met. They were mentored by, and learned from, some of the greatest personal development icons who've ever lived; W. Clement Stone, Napoleon Hill, Jim Rohn, and so many others. They honored their teachers and mentors by sharing their wisdom with us so selflessly. And they set an example for others to do the same.
So when people ask, how did you get them to do this? It's who they are. They give back as they were given to. And we love them for that.
1) First, and we'll take a little credit here; we asked. You don't ask, you don't get. So, with nothing except faith in the worthiness of our project, we asked, sometimes repeatedly. It's amazing what can happen when you just take action and ask the question! Did we get some Nos? Of course. But as you know, that's just part of the process.
2) Most people are willing to help. And our group were of course, some of the most generous, giving people we'd ever met. They were mentored by, and learned from, some of the greatest personal development icons who've ever lived; W. Clement Stone, Napoleon Hill, Jim Rohn, and so many others. They honored their teachers and mentors by sharing their wisdom with us so selflessly. And they set an example for others to do the same.
So when people ask, how did you get them to do this? It's who they are. They give back as they were given to. And we love them for that.
Saturday, January 30, 2010
American Idol: Full of NO's
Yet again we have been sucked into the American Idol auditions... a favorite indulgence. Almost nowhere do you get to see more failure, rejections, and NO's in one hour than on this show! Of course, we have long contended that American Idol "Rejects" are more successful than most Americans! Andrea even appeared on Idol Chat to explain. See her video here! Read the Press Release here!
But why would we say this? Well, mostly it has to do with people that are willing to try and fail. Now, admittedly, the "try-outs" have now become rampant with people who can't sing and are clearly just going for thier 15 minutes of fame (pants on the ground anyone?).
But still... many of these contestants are decent signers and they are willing to try and fail and comeback again. In fact last year a great exchange happened between judges Randy Jackson and Paula Abdul and a contestant.
Thomas, the contestant, had just shared two pieces of his story; one, he had slept behind a row of dumpsters the night before because he had nowhere to stay, and two, this was his third time auditioning for the show (he never got past the “screeners” on his prior attempts). Randy asked, “So you know what this means, right?” Thomas said, “Yeah! Third time’s a charm!” Randy said, “Or it’s your third NO and you’re out!” Then... Paula turned to Randy and said, “Randy, if we quit after our third NO, we wouldn’t be sitting here.”
But why would we say this? Well, mostly it has to do with people that are willing to try and fail. Now, admittedly, the "try-outs" have now become rampant with people who can't sing and are clearly just going for thier 15 minutes of fame (pants on the ground anyone?).
But still... many of these contestants are decent signers and they are willing to try and fail and comeback again. In fact last year a great exchange happened between judges Randy Jackson and Paula Abdul and a contestant.
Thomas, the contestant, had just shared two pieces of his story; one, he had slept behind a row of dumpsters the night before because he had nowhere to stay, and two, this was his third time auditioning for the show (he never got past the “screeners” on his prior attempts). Randy asked, “So you know what this means, right?” Thomas said, “Yeah! Third time’s a charm!” Randy said, “Or it’s your third NO and you’re out!” Then... Paula turned to Randy and said, “Randy, if we quit after our third NO, we wouldn’t be sitting here.”
Sunday, January 17, 2010
Winners Are Announced
The 3 winners in the drawing for a Go for No! DVD are as follows... Dotti B, Philip, and Julienne Marie! Congrats to everyone who participated and left us their fabulous comments. And just so you know we are into "fair" drawings - we video taped it!
Check back frequently, you never know when we'll do another great contest!
Check back frequently, you never know when we'll do another great contest!
Tuesday, January 12, 2010
Special Call with the Power Gal
Back in December we went on the famous "MLM Cruise" to get to know the great group of people that are really transforming and exploding the industry in a positive way. It was great fun (of course, it's a cruise)! And one of couples we met was Pat & Tracy Monteforte of http://www.WTPowers.com and Tracy was kind enough to have us on the special call she hosts about once a month for her business. So, please join us on Wednesday at 5:30 p.m. PST at www.thepowerlineblog.com for all the details!
Tuesday, January 5, 2010
Comment & Win!
It's 2010 which marks the truly official, grand, public release of the Yes is the Destination, No is How You Get There DVD!
We're celebrating by giving away 3 copies - in a random drawing on Saturday January 16th of all the people who comment on the December 31st post in this blog! (comments posted up to the 15th of the month.) So, if you haven't yet... leave your comment and you could win!
We're celebrating by giving away 3 copies - in a random drawing on Saturday January 16th of all the people who comment on the December 31st post in this blog! (comments posted up to the 15th of the month.) So, if you haven't yet... leave your comment and you could win!
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