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Episode 21: Go for No!
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Welcome to Episode 21: Go for No!. In this episode Ryan and Bryon are bridging the gap with the listening audience by exploring the concept of going for “No”. Ryan and Bryon are centering this episode on a book they read called “Go for No: Yes Is The Destination. No is How to Get There” by Richard Fenton and Andrea Waltz.
Some of the topics we will touch on in this episode:
• Overview of Book
• What does going for No mean?
• Shifting Mindset
Overview of “Go for No!”
Most people in sales are constantly building their entire prospecting plan around how many sales or yeses they can get. This book, through some great storytelling, flips this concept on it’s head by instead tracking the No’s. You learn what it takes to outperform most sales people by embracing this concept.
What does Go for No mean?
Failing and failure are two different things. If you think of sales as a numbers game the faster you fail (or get No from a prospective client) the quicker you get to a yes. If you are embracing the No’s you no longer have a fear of failing and you get through your failures that much quicker.
Shifting Mindset
The book really articulates well the concept of failing faster to get to yes quicker and thus allows you to scale more. We often times have a goal of getting so many yeses or sales in a week. Once you stop at your goal you have created a limiting mindset and you only go as far as the number of yeses you get. If instead you focus on hitting a goal of No’s with no concern about how many yeses you get, you blow past your goals that much quicker and learn to celebrate failing faster to get better and get to yes quicker. Ryan and Bryon are going to embrace this mindset and be intentional about failing faster to get to our destination quicker.
Wrap Up
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