Category: Kevin’s Tuesday Blog

Many people have an inescapable fear of failure and rejection which becomes a significant road block in their path to success. Here are some common scenarios…

 

You are in a sales situation and instead of adding on and suggesting additional products and services, you simply take the order, not wanting to look pushy.

 

You have someone tell you ‘not now’ and to check back with them later, but you don’t, figuring that they will just tell you, no.

 

You go to a networking event and meet people for your business. But when it comes time to give them a call, you freeze and literally cannot pick up the phone. You wait so long, you get embarrassed and even feel ashamed about how long it has taken you to get up the courage… you throw out their contact information and hope you can do better next time.

 

You have spent incredible amounts of time and money learning about a business, gathering the product knowledge, and getting organized. However, fear of failure is keeping you from taking any further action.

 

The situations that are created around fearing the word ‘no’ go on and on. However, just like you learn any skill, you can re-learn and reprogram the current thoughts and beliefs you have which are causing you all of these problems!

 

Created by award-winning sales trainers Richard Fenton & Andrea Waltz, Go for No!® is a one-of-a-kind, training and development program that ‘reprograms’ the way people feel about failure, rejection and changes the internal relationship people have with the greatest self-imposed limitation… the word ‘NO!’

 

Go for No!® is a short 75 page paperback that will help you develop the confidence and courage needed to approach anyone with your offer, idea or business opportunity.

 

Since its very first printing back in 2000, Go for No has hit Amazon’s #1 Sales & Selling list and sat in the top ten for the last 5 years.
If your day involves selling of any service or product, I urge you to get a copy of the book Go For No! ($10 on Amazon).

 

Happy Tuesday & Happy Selling!

Kevin

More About Go For No!

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Hard to believe we are already in 2017! Welcome back! Hope the transition back to work wasn’t that bad.

 

In the coming weeks I would like to share with you a few secrets that has helped my team and myself reach our sales goals month after month.

 

Secret #1: Change your mental model of “success” and “failure.”

 

When you get rejected you might currently believe that you have failed and worse… that you are a failure.

 

Getting rejected… that is, failing to get a ‘yes’ and “being a failure” are two very different things.

 

You must change how you view both failure and success in order to re-frame how you view rejection. Most people operate with the following mental model:

go no 1

They see themselves in the middle, with success on one end and failure on the other. They do everything they can to move toward success and away from failure.
But, what if the model were reconfigured?

go no 2

What if, rather than seeing failure as something to be avoided it became a “stepping-stone” on the path to success?

 

In other words: Yes is the Destination, No is How You Get There.

 

We’ll discuss in depth in the coming weeks.
If your day involves selling of any service or product, I urge you to get a copy of the book Go For No! by Richard Fenton ($10 on Amazon).

 

Happy Tuesday & Happy Selling!

Kevin

Go For No!

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Study #3 – Admitting Shortcomings

 

Is it ever a good idea to admit to your faults? After all, people want to see the perfect you, the perfect company, product, service, etc…

 

The Study

 

Consumer behavior research from social psychologist Fiona Lee states that admitting shortcomings is a great way to simultaneously highlight your strengths.

 

Lee’s study aimed to measure the effects of admitting to missteps and faults, and how these actions would affect stock prices. Experimenters read one of two fictitious company reports. (Both reports listed reasons why the company had performed poorly last year.)

 

The first report placed emphasis on strategic decisions that turned out to be wrong.
The second placed emphasis on external events. (e.g, the economy, the competition, etc.)

 

psych 3.1

psych 3.2

The test subjects viewed the first company far more favorably than the second. Admitting to shortcomings in areas like strategic thinking showcased that the company was still in control, despite their faults.

 

After examining hundreds of these types of statements, Lee found that the companies who admitted to their strategic faults also had higher stock prices the following year.

 

When blaming external forces (even if they happened to be true), companies gave skeptics a reason to view them as not having the ability to fix the problem, in addition to the consideration that they might just be making excuses.

 

Hope this helps make your week even more successful.

 

Happy Tuesday & Happy Selling!
Kevin

Psychology in Sales – Study #3

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LESSON 2 – The Power of Labels

 

 

The study examined the voting patterns of 133 adults to see if labeling them as a “politically active person” had any affect on their turnout at the polls.

 

After being casually questioned about their regular voting patterns, half of the participants were told that they were much more likely to vote since they had been deemed by the researchers to be more politically active.

 

(This wasn’t actually true; these people were selected at random.)

psyc 2.1

psych 2.2

 

Our brain seeks to maintain a sense of consistency (even if it’s artificial), and this is why the foot-in-the-door technique works so well even on prepared minds.

 

We enjoy being consistent so much that even being told we are a part of a group makes us more receptive to it’s message, as long as it’s something we approve of (like being a responsible voter). This is why “gold” or “platinum” status works effectively for a customer loyalty program.

 

People who are labeled as “superior” consumers tend to spend more, and those in the “regular” class aren’t affected.

 

Don’t be afraid to label your customers. People like being part of groups that imply some superior quality or level of status that has their approval. Even when given an artificial reason, people tend to take action in order to feel they belong to an “elite” group of people.

 

Hope this helps make your week even more successful.

 

Happy Tuesday & Happy Selling!
Kevin

Psychology & Sales – Study #2

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