Guest Blog: Are You Selling to Succeed? by Andrea Waltz

Chances are you are likely looking for ways to be more effective – in other words, to achieve a greater level of success.  And now I have a rather unique piece of advice for you: start failing more! 

Okay, let me explain.  

When starting out in sales, most of us are conditioned to go for “yes” not “no.”  However, the greatest success strategy is not to avoid ‘no’ it is to do something called, ‘Go for No!’

***After you read this post, be sure to visit me at my new home here.***

To a large degree, success in sales is a "numbers game."  So, the strategy is to increase your ‘failure rate’ – in other words, how many times people tell you ‘no’ for whatever product, service, or idea that you are selling.  Increasing your failure rate is to literally improve your "chances at success."  For any salesperson, the mere act of increasing the amount of product you show and services you offer increases both the yesses and no’s you will hear.

The perfect example is girl scouts selling cookies. The best, top producing scouts are the ones that talk to and ask the most people to buy cookies! Now in process of getting all those sales, they also ‘fail’ the most as well.

Now, you may be thinking, “okay that seems to make sense.”  However… getting all those "no’s" might have you feeling depressed and bad. But how do you start feeling good about hearing no more often?  The truth is that when you hear “no” you are taking action in your business and that is a very good thing! 

Most salespeople make 'yes' this incredible high with the 'no' at a depressing low. If the straightest distance between where you are now to where you want to be is a straight line then equalize out the emotional reaction to both yes and no. When you get a yes, you should say to yourself, "great" avoiding the fanfare. And when you get a "no" you should say, "Great - the next one may be a yes. But I know that the no's bring me the yeses, so I'll keep going."

That's the great thing about this strategy, because ultimately for this to work, you've got to get into action. You have to step outside your comfort zone and start hearing no's! When you start hearing no's and start thinking differently about no, realizing that you are on the right path, you'll feel more empowered than ever before.

Andrea's awesome book:

Andrea Waltz is the co-author of “Go for No!", a short powerful story written specifically for sales professionals in every industry who must learn to harness the power of no to be successful.   To learn more, visit

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