On this episode of The Wednesday Call, Andy Albright talks about how the word “no” might actually mean something different than you think.
Why do so many people ask for something and stop asking when they hear the word no? When a person says no, that is when you really start the process of selling. It is huge to realize that. Great builders and networkers don’t stop when they hear the word no.
When Andy talks to people, he gets more excited when he asks a question and hears somebody say the word no. He gets fired up!
Don’t be scared of the word no, get excited about it. By getting to the “no” part, we bring the real issues front and center. No protects people from making ineffective decisions. It slows us down so we can think and creates a safe feeling that is about feeling secure and in control. No moves forward. It screams, “let’s go!”
When you get buy in from other people’s perspective it means they made a decision and they believe in what they are doing. Arguing with people causes the opposite result. It makes people want to run or quit. Being nice to people at times appears to be disingenuous and manipulative.
People’s primal urges are to be safe and secure, and to be in control. These are illogical and urgent. People have two primary focuses or urges: safety and to be in charge. People want to feel in control.
We must avoid time vampires. These people are able to talk “junk.”
Now, the word “yes” comes in three forms: counterfeit (escape route or trick to keep you talking), confirmation (no promise of action) and commitment (sincere and genuine).
We want people to make the decision for themselves and feel like it is their idea, goal and mission to do something.
Work to improve at getting people to say no early on. No should be a word that is your friend or like a magic pill in your mind. Stay calm when a person tells you no because that should be when the fun begins. Come to grips with the word no. The words yes and maybe are often worthless. Andy wants people to love the word no because it starts and alters conversations. It’s a chance to pivot, adjust and re-examine what you are saying to a person.