Waltz and Fenton’s Go for No! was a creative and powerful read on the importance of failing fast when selling. They use strong storytelling to drive home their key message.
- Be like a kid and keep asking and keep getting rejected until you get “Yes”
- Fall in love with “No!”
- 85% of all interactions between retail salespeople and shoppers end without the salesperson ever asking for a buying decision
- There is magic in the word “Next”
- When everything in life is over and done with, no one will remember your failures, just your successes. And neither will you.
- 92% of all salespeople give up without asking for the sale a fifth time, but research also shows that sixty percent of all customers say no four times before they finally say yes.
- Look at “No” as “Not yet.”
- Fail big
- Create a “No” award
- Reward people for their failures
“The salesperson never decides when the sale is over; the customer does.”
“Courage is acting in the face of fear. It’s being afraid of something and doing it anyway.”
“Yes is the destination, No is how you get there!”