Go for No! by Richard Fenton & Andrea Waltz is a lovely little inspirational book on a par with Jonathan Livingston Seagull.
While it is marketed towards business and increasing one’s sales, it is applicable to many of life’s issues and many types of employment. It is quite a little fable. Plus it is a good story. It never wanders into didactics, though it gets a lot of info across.
Amazon readers rate it 5 star, and so do I.
Eric Bratton is a 28 year old copier salesman who learns a life lesson from himself, from his future self. He goes to bed one night, strikes his head, and wakes up the next morning in a strange house. It turns out his older self lives there and has been extremely successful in business. His older self introduces him as his twin.
The ending is very believable, with a slight twist.
Woven into the book are various insights into business situations. I think if one could internalize this message, it would be useful in many avenues.
The basic premise is to learn to go for the noes rather than to go for the sales, the yeses. If one wishes to make a certain number of sales, the tendency is to quit making calls when those sales are made. Whereas if one wishes to accumulate a certain number of noes, one will keep making calls even if the requisite number of sales has been met. Simply upping the number of noes, even by saying, “You don’t want to buy insurance, do you?” as the opener will increase sales.
I think this is good advice for anyone in any field.
The companies should reward the person with the most noes.
Just increasing the number of calls (and the number of noes) will increase the number of sales.
These are 76 pages well worth spending some time with, then implementing.
Can I have a cookie?
No.
Can I have a cookie?
No.
Are you sure I can’t have a cookie?
You can’t.
Then finally, you give in and say yes.
We are used to moving past noes in many places in our lives. We just have to take that and run with it.
The authors have written other books, and if they are as good as this one, I want to read them all.
Karin
www.savvythinker.com
don’t steal my posts — you know who you are
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2 comments ↓
I agree. It’s a very good book. One that should be read repeatedly as you seek out those Nos! No is good. It leads you forward and forces you outside of comfort zone until you become so immune to it – no is comfort!
We push past noes in other areas of our lives without thinking too much of it.
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