"Go For No" by Richard Fenton & Andrea Waltz

• If you’re not succeeding fast enough, you’re probably not failing fast enough, and you can’t have one without the other. So, if you’re going to avoid one, you’re going to avoid both.
• The salesperson never decides when the sale is over; the customer does.
• Your fear of hearing the word ‘no’ is the only thing standing between you and greatness.
• You -> Failure -> Success
• Failure is the halfway mark on the road to success, not a destination to be avoided but rather a stepping stone to get what you really want in life.
• The best way to desensitize yourself to a word is to use it, and the best way to desensitize yourself to an action is to do it!
• Don’t take rejection personally.
• Failing...and becoming a failure...are two very different things. Successful people fail eagerly while failures avoid falling.
• The Five Failure Levels
• ability to fail
• willingness to fail
• wantingness to fail
• failing bigger and faster
• failing exponentially
• Failure is a natural byproduct of the process of seeking success.
• Do something everyday that scares you.
• Courage is not the absence of fear. Courage is acting in the face of fear.
• Do the thing and ye shall have the power!
• Rather than setting goals for the number of yes’s you are planning to get each week, set goals for the number of no’s you’re going to collect.
• Learning to hear no over and over again and to never quit builds character and self-esteem.
• 85% of all retail interactions end without the salesperson ever asking for a buying decision.
• Always set your “no” goals on a daily and/or weekly basis. Monthly goals provide too much ‘imaginary’ time to correct.
• YES is the destination, NO is how you get there!
• Perhaps the single most important factor that determines if a person will achieve everything they want in life, or simply settle for crumbs, is their failure quotient.
• We can never let the word ‘no’ devastate us.
• Numbing yourself to no isn’t about ignoring it; it’s about experiencing it so often that it eventually loses its power over you.
• Do the thing you fear.
• When everything in life is over and done with, no one will remember your failures, just your successes.
• Skill is highly overrated.
• If you truly want to accelerate your sales performance, you have to fail faster!
• No doesn’t mean never, it means not yet.
• 92% of all salespeople give up without asking for the sale a fifth time, but research shows that 60% of all customers say no four times before they finally say yes.
• If you’re going to fail, fail big!
• The primary key to creating outrageous success is to understand the need to fail exponentially.
• Reward people for their failures, not just their successes.