In This Article you will find the most important information you want to know about “Go For No” the Book written by Richard Fenton & Andrea Waltz
So I Just Finished “GO FOR NO” by Fenton & Waltz. Yes is the Destination. NO is the way to get there. I had it referred to me by Ray Higdon. It’s a REALLLLY Easy read.
In the Go For No book, the main focus is on going after a quota of NO’s instead of the traditional YES. People who Go For NO book more appointments in the long run than typical associates, they are not dependent and pressured on whether or not they get the YES and will neccessarily have a more consistent work ethic. I actually found the Go For No book to be a fresh take on being a sales person.
So, One Cool Concept I got out of “Go For No” is this: Typical Sales People (sales is the highest paid position in the world imho) go for X number of yes’s for the week. Let’s say your goal was a Yes every day. And Let’s assume you know it takes you personally 25 tries to get a Yes. That means you would need about 125 connects a week with 25 prospects a day to hit your 5 Yes’s or 1 a day.
So you start out Monday and get through about 20 contacts and get your typical one yes. Tuesday rolls around and you are feeling good. You go through about 15 prospects and actually get 2 yes’s. Man you are on fire so you go home early and celebrate… wooohooo 3 sales in 2 days. Wednesday rolls around and you decide to do some paper work, come in a little later, leave a little earlier, you know the drill, after all you are ahead and hit Wednesdays YES on Tuesday. In fact on Wednesday you only make 5 calls and NO sales. Thursday comes and you don’t feel so hot. You feel crappy all day and can only get through 20 calls and get the big DONUT HOLE – you know ZERO sales. Friday comes and you are under the gun having only hit 3 sales for the week. So you hustle up and call your 25 calls for the day and even if you make your 1 sale out of 25, your one sale for the day, you still fell short of your 5 sales a week, one sale a day goal.
You also only made 85 calls for the week, when you know it takes about 125 calls to get 5 Yes’s, after all you were on fire at the beginning of the week. Let me ask you, if you were a professional baseball coach and you had your star pitcher in the game and he was HOT. Striking everyone out for 3 or 4 innings in a row. Would you pull him out of the game because he already was ahead on his quota? HELL NO! He’s on Fire… Let him keep on winning. Well in effect, typical sales people who are shooting for YES pull themselves out of the game every time they are Hot.
If You were a practitioner of “GO FOR NO” (of course you would get up first thing and listen to your Go For No audiobook) your same week would have gone more like this: Monday 20 Calls Gets You Yes. You Finish Out with your 5 more No’s. Tuesday You are on Fire and get 2 Yes’s in your first 15 calls. But you don’t stop like you would if you were going for Yes. You Still finish out your day with 10 more calls. But Today you actually pick up a 3rd YES because you are on a roll. Since You are shooting for Daily NO’s you show up on Wednesday and start fresh and have to go after those 25 No’s. Somewhere in the day you get another YES on Wednesday. Of course you pay attention to your Go For No audiobook and when Thursday rolls around, even though you don’t feel up to par that day, you finish out with 25 NO’s and find your one Yes! Friday rolls around and you feel NO pressure and you just shoot for your 25 NO’s and still get your one YES. Your grand total, because NO was your focus, is 125 Calls for the week and 7 sales… You are a superstar. Even if you had a donut hole day (the big zero) you still would have been at 6 sales and 20% over your quota. Do that all year and you are THE COMPANY SUPER STAR!
That was a huge concept I got out of “Go For No” by Richard Fenton & Andrea Waltz. By the way Did You know that Jack Canfield, one of the authors of “Chicken Soup For the Soul” has his own Go For No” story. Canfield gets interviewed by “Go For No” co-author Andrea Waltz in a short video right on her yourube channel. Here is a quick “Go For NO” story from Andrea Waltz‘s youtube channel:
You could just try to buy the Go For No pdf. The book is a very easy read. And since it is a book you probably only need to read once or twice to get the concepts the ebook should be fine. Bigger and more complex books I would often recommend the actual book simply because it would be easier to absorb all the information and probably would want to keep a a copy of a more substantial book laying around. But the Go For No pdf should do you just fine.
Co-author of Go For No Richard Fenton likes to say you have to have No Goals. By the way,you can buy Go For No by Richard Fenton at http://www.amazon.com/Yes-Destination-How-You-There/dp/0966398130 . And NO that is not an affiliate link of mine. Here are some more books by Richard Fenton and Andrea Waltz.
What Richard Fenton means by having “No Goals” is that you must have a goal to get X number of NO’s every day if you want to be a huge success. Kind of a cool little play on words by Fenton. He also has authored and co-authored several other books targeting marketing, sales, and reaching goals. Here is what Amazon has to say about Go For No Richard Fenton:
“In a world inundated with sales books on getting to yes, this book recommends just the opposite, focusing on how increasing your failure rate can greatly accelerate your movement toward ultimate success. Go for No! chronicles four days in the life of fictional character Eric Bratton, a call reluctant copier salesman who wakes up one morning to find himself in a strange house with no idea of how he got there. But this house doesn’t belong to just anyone! It belongs to him… a wildly successful, ten years in the future version of the person he could become if he learns to overcome his self-limiting beliefs and overcome his fear of failure. Through the dialogue of the two main characters the authors have fashioned an entertaining story to present the key concepts essential to sales success. Readers learn… …What it takes to outperform 92% of the world s salespeople …That failing and failure are two very different things … Why it s important to celebrate success and failure … How to get past failures quickly and move on …That the most empowering word in the world is not yes… it s NO! Written to be intentionally short and to the point, Go for No! is a quick, fun read with valuable lessons that can change the way you think, sell, and live!”
One more quick valuable lesson by Richard Fenton was about when you are getting YES’s KEEP GOING. If you have a client that is buying every upsell then obviously they want to buy. Don’t put your own limitations on the sale. Don’t stop selling because they never said No. GO FOR NO! Here is a great video that shows it all:
Now, I did hear rumors about a Go For No movie. I even found images like this on the internet advertising the Go For No Movie. But for some reason I can’t seem to find it on their site. You are welcome to click on this picture that lead to their personal site but like I said I couldn’t find a Go For No Movie. Yep, NO Movie. sorry for MY Silly play on words.
I would say any one who is in sales or considering sales a true profession should read the book “Go For No” written by Richard Fenton & Andrea Waltz. It could help you create the selling success you need. And Face it, if you you don’t have selling success and that is your business, then you will probably be broke. Go Ahead and check out Go For No right on their Site here: