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Marketing, Strategy and Awesomeness

No doesn’t mean no

*disclaimer – no does in fact mean no in intimate situations

In Think and Grow Rich, Napolean Hill tells the story of a successful insurance salesmen and how he accounted his success to the fact that the better portion of all sales he made, were made after people had told him “NO.

When was the last time you’ve pushed back after hearing a no?

Most people have the attitude that if you hear no then you shouldn’t keep trying and should move on.

But rarely do we test that assumption to see what would happen if we stopped taking no for an answer so easily.

Seriously, think to the last time (in a professional setting) that you were told no.

Maybe you were in a salary negotiation and your boss said you weren’t getting a raise this year.

I bet you just accepted it.

Maybe you were pursuing a big partnership but were told no.

You probably said ok and moved on to the next deal.

This is not how to get anything you want.

Does this sound familiar?

“I don’t want to be pushy”

“I’m afraid I’ll annoy them”

“I don’t want to piss anybody off”

The truth is that most people don’t keep going after the no because of a deep fear of rejection.  The second we hear a no we run off with our tail between our legs because the idea of hearing no again is just to much to bear.

But what if next time you kept trying and even asked them what it would take to get a yes.

  • One thing: never, ever say: “I’m not taking no for an answer.”  You will sound extremely combative and the person you are talking to will instantly hate you.

Your homework is that next time someone tells you no, try to get them to change to a yes.

And it doesn’t have to be anything big like a negotiation.  Next time you’re at starbucks and they don’t have the flavor you like, don’t just accept it.

Here’s what you normally do:

You: I’ll have a tall thanksgiving blend.

Barista: Oh I’m sorry we only have the french roast today.

You: Oh ok I guess I’ll just take that.

Instead try this:

You: I’ll have a tall thanksgiving blend.

Barista: Oh I’m sorry we only have the french roast today.

You: Shoot, thats my favorite.  Is there anything you can do?

Barista: Well we have whole beans – I can make you a pour over but it’ll take just a few minutes.

You: Awesome!

You might feel like a D-bag but it’s a small exercise in getting past the initial no and finding a yes.

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