The document discusses overcoming the fear of rejection, specifically the word "no". It argues that hearing "no" is an important part of the process for eventually getting to "yes". Seeing "no" as an opportunity to learn and improve makes it a valuable asset rather than an obstacle. The document provides statistics showing that most sales are made after multiple contacts, not the first contact, so persisting despite early rejections is important for success. It encourages developing a mindset that sees failure and rejection as progress rather than something to be avoided.

1. Go for NO! Yes is the destination- No is how you get there http://www.goforno.com/ Richard Fenton & Andrea Waltz, Creators of Go for No

2. FEAR of Rejection Turn an Obstacle into an ASSET . FEAR OF NO What if you could take the greatest obstacle standing between you and success , and turn it into your greatest asset ? Well, you can. You wouldn’t think one simple word with two tiny letters could have the power to keep countless individuals and organizations from realizing their goals and dreams. But they do… day after day, year after year. What two tiny letters can do all that? N.O.

3. Fear of rejection Fear of rejection is the single greatest reason people don’t make money in this business. By actually going out and inviting rejection , you overcome your fear in stages : 1. You get it and it bothers you. 2. You get it and it doesn’t bother you. 3. You get it and turn it to your advantage. 4. You get it and you have fun with it.

5. Increase Results 80 times ! This one thing can increase your results 80x What is it? Follow up. Why don’t more people follow up? FEAR of NO- rejection

6. Top 10% 48% of Sales People Never Follow Up with a Prospect 25% of Sales People Make a Second Contact and Stop 12% of Sales People Only Make Three Contacts and Stop Only 10% of Sales People Make More Than Three Contacts

7. Follow up 2% of Sales Are Made On The First Contact 3% of Sales Are Made On The Second Contact 5% of Sales Are Made On The Third Contact 10% of Sales Are Made On The Forth Contact 80% of Sales Are Made On The Fifth to Twelfth Contact Commit to getting 5-12 No’s

8. Top 10% 92% of all salespeople give up without hearing a fifth NO from a customer… but research shows that 60% of all customers say “no” four times before finally saying YES!

9. … We begin to succeed when we learn how to fail.. We all love the sound of the word, YES… it is so positive, so empowering. And then there is NO, which is just the opposite; negative, draining….but what if NO could actually be the most empowering word in the world?. When were kids we weren’t stop at all when we heard NO. We laughed at it, we shrugged it off. But somewhere along our lives we lost this natural sense of tenacity. So, what if, starting today we could get that tenacity back? What if as of today the word NO actually started to empowering us? And even being FUN…!

10. Model #1 The Common Approach Success ◄ ◄ ◄ ◄ YOU ►►►► Failure

11. Model #2 More effective Approach YOU ►►►► Failure ►►►► Success

12. Goldmine Sifting the dirt to find the ore

13. New empowering Definition of “FAILURE” I learn from my failures, and each failure takes me one step closer to success. I see failure as an undeniable sign of progress toward a goal. I have replaced any fear of rejection with a burning desire to make another call. I understand that YES is the destination, but NO is how I am going to get there. I never make decisions for others in terms of what they’ll say, do or spend.