Recently I was introduced to a book that is 3 years old, but the message is unique and has a powerful “reverse psychology” about how to develop more “yes” responses for your prospecting and/or sales messages. The concept is simple and yet controversial compared to anything you may have been taught, which is to “go for no”.
How Can Go For No Be The Way Forward?
The whole theory behind the book is that you need to be comfortable with getting a “no”. In fact, there is more success going to be forthcoming from trying to get no’s rather than being satisfied with the yes’s on their own.
It’s my belief that failure is a stepping stone to success, and I wrote about this and produced a video on this very subject before I even knew about the book Go for no. The principle is the same because you are going to get rejections when you try to prospect or try to sell anything.
The only thing that’s different is that the FOCUS is on the NO. To show an example, you have a weekly target of 2 signups for your business and you usually talk to 20 people to get the 2 to join you. The principle is that you go for 18 “no” responses, or better still round it up to 20. It doesn’t matter how many “yes” responses you get, your target is 20 “no” responses. Can you see the power of what this principle could do for your business?
Getting Comfortable With The Go For No Technique
You may find that this will definitely go “against the grain” at first. After all, who in a sound mind goes for a negative response? Nobody right? Well, not quite nobody now that people have read this book and adopted the technique for themselves.
The most important thing of all is to be able to shun the “no” and EXPECT it. When you get the yes, you’re laughing. In fact the book even takes a view that asking the question about NOT wanting something will get a reply that some people actually DO want what you’re saying they don’t want. It’s a wild theory in terms of what we are taught and yet makes so much sense.
Going for NO is part of the psychology of acceptance of the negative response. Getting the YES is the aim of going for NO. I’m changing my strategy to test this system out for myself. There is nothing that I can see to doubt that it will work. I will read the book again because I’m sure there is more to get from this. If you’re interested you can get it on Kindle, in print from Amazon or from the go for no website.
To the future