Christine Schlonski [0:02]
Hi Gorgeous. Welcome to Episode 140. It is variety Friday, you are listening to Heart Sells! Podcast. I’m your host, Christine Schlonski. I am super, super pumped up here today, because it’s always a pleasure sharing my knowledge with you answering your questions or sharing amazing, amazing resources. Hop on over to https://christineschlonski.com/ find the podcast tab and get the show notes, the transcripts, all the resources we are talking about in the show notes for this podcast episode. Today, I have a very special treat for you. Today, we are going to talk about getting a, “No”, simply because in my coaching in my conversations, the topic rejection comes up so so often, and I know we all struggle but at some point. We might have days where we are just stronger and where a,”No”, doesn’t really affect us. But we also might have days where the, “No”, really does not feel good at all. It kind of drains us. We might want to be in the space where we just want to hide, and we don’t really get it.

Christine Schlonski [1:18]
Sometimes we go for one, “No”, after the other. Then the amazing, “Yes”, comes along. So today I want to share a very wonderful book that I just read a while ago, and I thought this would be such an amazing topic to talk to you about today. One of my wonderful friends is the co-author of, Go for No! Yes is the Destination, No is How You Get There. I had the honor to interview Andrea for the Sales Mentality Makeover Masterclass, as well as for Heart Sells! Podcast. Her episodes are episode number 21 and number 22. So If you go to https://christineschlonski.com/ find the podcast tab you just need to scroll and you can listen to these wonderful episodes. Also, one of our listeners at Heart Sells!, Leo Quinn, was really inspired by those interviews with Andrea. He has the book Go for No! on his bookshelf forever. And he decided to come up with a wonderful challenge for himself, The Summer of 1000 Noes. He reached out and asked for an interview and we actually had the conversation in summer. So that was July and then in August, in Episode 119. I had him on again talking about his results. And by the time he was at 994 noes, I believe. He just had one more day and six more noes to go and I think you can really learn from that experience.

Christine Schlonski [3:00]
Andrea Waltz and her husband Richard Fenton wrote an amazing tiny book called, Go for No! It’s a book. It’s like 80 pages. It’s a really, really good to read for an afternoon. What I would love for you is, a) to click the link in the resource page to order your book on Amazon; b) I really would love for you to just sit down and read it. It’s a wonderful story of a person who kind of meets his higher self, so to speak, his future person, and the future person has achieved massive, massive success. So the guy wakes up one morning and he is his previous person, but he wakes up in the house of the future person, of the future higher self version of himself. It’s really strange because all of a sudden, he has this massive, massive success and he doesn’t have a clue how to get there. So he meets himself, so to speak, his future version and they have a dialogue. It’s really well written. It’s a fun read as well. But the point Andrea and Richard are making here with this book is that you can make this decision and a big piece of your success will be your failures. Every star in sports will tell you how often they flunked, how often they did not get the ball into the goal, how often they did not score, how often something went wrong. But what made them successful is that they kept going, that they really pushed for that success.

Christine Schlonski [4:58]
Andrea has a kind of a similar story because the book, Go for No!, before it became a best-seller, it will have to really, really, really slow start because the layout was not really perfect. So they make tweaks and changes to the book so that it could become that massive success. So definitely check out the two episodes with Andrea, I’m sure you will really enjoy it. She is an amazing human being. When I was in Florida back in August, we had the opportunity to meet in person, to just have a chat, to see where we are in our businesses and it was such a fun experience. It all happened because I was able to have that relationship to interview Andrea to kind of keep her updated. She is such a fun person. When she’s not riding she enjoys watching some creepy on Netflix while drinking a glass of good red wine but They have achieved these massive successes in their business. The book has sold over 400,000 copies and has been a best selling book on Amazon list in 2010, and still remains in the top ranks of the sales books today. So you really want to have a look. What came was a book that Andrea handed to me is like a go for no notes, which I just loved.

Christine Schlonski [6:30]
So going for No will help you to get to the Yes. That’s the theory behind it. And the more you go for No, the more you go for failing, picking yourself up, moving forward, tweaking, making better what needs to be made better, the more success you will have, not just in business but also in life. Because you know, there’s a rule was a 10,000 hours. If you really practice and practice you can go to mastery, but mastery requires you put in 10,000 hours on something that you want to master. So don’t freak out. I’m quite sure you might not be there yet. Maybe your revenue and your business or you just have this amazing idea and you love what you do. Do you want to put it to life? So here’s what you do. You practice, you practice and practice and practice, like I had to practice. I had over 80,000 cold calls. I had to practice overcoming the fear of rejection each and every single time. Each and every single time I picked up the phone to dial the next number I did not know, “Is the Assistant going to put me through to the CEO? To the managing director? To the owner of the company? Is she going to be a nice person or not such a nice person? Is the person, the CEO picking up himself because it’s slow already after five o’clock and she might be gone for the day?” So all every time I picked up the phone that I did not call, one of my clients were obviously that had the mobile phone number. I didn’t know what to expect.

Christine Schlonski [8:13]
This feeling of not knowing to expect makes us so uncomfortable. Because obviously, we just want to have it easy. There is no reason to hustle and to push so hard if there is another easier way. But pushing myself failing so often really, really helped me to become the person that I am today. It really, really helped me to teach you now how to feel comfortable with sales, how to make sales, a fun experience, how to really thrive, how to be authentic and natural in your conversations because I’ve been there. I remember like my hand shaking when I try to die the numbers the very first time. When I started my new career, I remember when I stopped working for that company. When I started my own path. When I crafted my own ideas and brought my own solutions into the marketplace, how scary it was to have the first conversations and to ask for money for something that I had created. Where I needed to own my awesomeness. Where I needed to own the value that I was giving to the world. You might be in a similar situation where you’re not quite sure, “Well, is this having enough value for the people I want to serve? Is this the right price point? Is this the right package? Is it really worth what I am asking?”, and you will only figure that out by serving people. The rest is just theory in your hat.

Christine Schlonski [9:53]
So I’m going to share with you the, Go for No! notes that I have received from Andrea. Basically, it is that you can achieve virtually everything you want if you are willing to hear no often enough. I want to encourage you. How more often can you hear, No? What can you do today, tomorrow, this week, till next variety Friday, that really helps you to collect more Noes, what can you do? Because the more Noes you collect, the more Yeses you will get. Yes and no are not opposites. It says they are opposite sides of the same coin. I think that’s really, really important. So the no quotient is far more important than your IQ. Every smart person you can turn your ideas in your head, if you don’t act upon it because you are afraid of no, you will never ever get somewhere. Make sure you are asking more often for the sale, you are asking not just once, but maybe two times, three times, five times, sometimes you have to ask six or seven times. I remember in corporate I was kind of wanting to get that one client and it took me three years. It took me three years to get the Yes. The amazing thing was, even though I delivered the same product, I was able to sell it when once I sold it for 40% more of the initial price I had offered. The client was so happy that they kept working with me. So it took me a while to get there. But once I was there, I got rewarded with more money. And I had a client who was not totally committed to work with me in the future, which made every sale after that much easier. So be aware that it’s wonderful that you are a smart person. But you need to go into this emotional field to feel the No and to kind of conquer your fear around the No.

Christine Schlonski [12:14]
The next note is, having Yes goals is important. Having no goals is critical. So you can say, “Well, I want to have five new clients this month, or this week or today”, or whatever your number is. How many Noes do you have to get to actually get these five clients? Maybe when you totally cold calling and you don’t really know who’s on the other end, they just fulfill some of your criteria as well. Maybe for five new clients, you have to call 100 which means you get 95 Noes in different shapes and forms to get your five clients. Maybe you only need 20 People so that five can say Yes to your amazing services and products. So you have to know both of these goals. The Yes goals, which is obviously your direct outcome and you have to know your No goals because when you know they have to collect 50 Noes, you can just go and start counting. And then when you are maybe at your 40’s No, well, maybe the yes is pretty close. That’s actually what happened to me. When I sold my very first high ticket life event over the phone. My back then Team Leader told me, “Christine you need 60 Noes to get one Yes.” Instead of being discouraged by that huge number, which kind of meant I had to talk to people for about 60 hours, while 50 to 60 hours because I had to introduce the product. I had to present a product. I had to send the information. I had to set up another call to get my yes or my no or whatever. So that meant, like so much work. But instead of being discouraged, I thought to myself, “Well, let’s see. Hopefully, I need less.” And I kind of know I need less. So at the end of the day, I finished office 47 Noes for each, Yes. Which was much better than the 60. Still not great, but much, much better. And I was really happy that I pushed through because I love the result.

Christine Schlonski [14:31]
The next note is, “You react to yes and your reaction to yes and no should be of equal emotional intensity.” If a No really tears you down, that’s not cool. It will waste a lot of your time and emotions. It would be much nicer if you could say like, “Ha, interesting. I wonder why this is not a match for the person and I thought it was. What kind of information did I miss to pre-qualify? Or what kind of information did I not get to make sure that the client has everything they need to proceed and move forward?”

Christine Schlonski [15:16]
And then the next note here is, “it takes no more energy to get a big no than a small one. ” And that’s so true. It’s the same energy to receive a no for a multimillion-dollar deal than for maybe 10 bucks. No, is no. The question is, what can you do with it? How can you react? Within every know is the information needed to move forward. Well, I just said something about that a little bit earlier. And no doesn’t mean never. It means not yet and I couldn’t agree more. I always say no means not now. So don’t get hung up in collecting your noes because when you are really tuned in and you understand that you deliver this amazing, amazing value, then you need to make these invitations, you need to stop to shy away from making offers. And, you know, it’s pretty simple, like you are heart-centered and you want to have that impact. So you will probably want to reach out to everybody to support them. And I remember just recently when I was in the US I fulfilled one of my dreams and that was sailing by the Statue of Liberty. So this was such a cool thing and I literally, I dreamed it and then I thought, “Well, how can I make that true? And how can I get a sailboat that is represented like a real sailboat for me that’s not touristy with like hundreds of people on them, but like a small, beautiful boat?” I had to do some research and I didn’t get rejected because the day I wanted to do it was open in the calendar. All I needed to do was basically a book and pay. But I remember being on that boat and seeing the other people that we’re basically moving around on the waters. I remember seeing that life West and we kind of joked around a little bit about the wind about some dangerous situation when sailing internationally like when going to other places not knowing really how the wind usually comes in. As a sailor, you kind of know where when you go out on a regular basis in the same spot, you kind of know the waters, you kind of know the weather condition, and you know how to deal with it. And we just said, “If you see somebody that has fallen into the water that really needs your help, you will do anything to get that person the life was to support them. You wouldn’t think twice.” But in business we so often do, we are too afraid to give somebody the life West. Remember, you have something that your soul mate client, your ideal client needs, and they need it desperately. So if you are not throwing that life West, if you are not getting them out of the water, do you think that’s cool? I think it’s really your responsibility. You might risk getting the No. But when you get the right person than onboard, you can potentially save their life. So have thought about that and really sit with that.

Christine Schlonski [18:41]
I highly recommend Andrea Walter’s wonderful book that she has co-authored with her husband, Richard Fenton, and really dive into this. Have some fun with a little story be inspired and really, really go for you or no so that yet is your destination. Thank you so, so much for listening in, hop on over to https://christineschlonski.com/ . Find the podcast tab, get to the resource section, click the link, get the book. And make sure you read it as soon as you get it into your hands. And make sure you subscribe to Heart Sells! Podcast. Let me be in your ear once a week with a variety Fridays. Let me be in your ear twice a week with a wonderful, wonderful guests sharing amazing knowledge of how they have overcome any obstacles on their way to success, how they can share with you advice, tactics, strategies, ideas, to inspire you to really, really step up and give more of your gifts to this beautiful world. Thank you so much for listening. Have a wonderful day, wherever you are in this beautiful world. I’m saying bye for now.