‘No’; the word heard most often by many people in business as they attempt to bring their product or service to market is, may I suggest, possibly the most important word to hear.
‘No’ is usually heard more often than ‘yes’, and is preferable to the alluring maybe.
Folks, I invite you to stick on the kettle, grab a coffee and hear why we need to collect more noes to be more successful in business.
- Watch the 10-mins video (highly recommended)
- Listen to the podcast (equally highly recommended)
- or, read the transcript below
Hello and welcome to another Coffee with Colm, brought to you by Wig-Wam Business Coaching. Lovely to have you here. Thank you for joining.
He or she who collects the most noes wins. He or she who collects the most noes wins. It’s a fact of life, you are going to have to collect more noes than yeses if you want to achieve your business goals. No question. Hate to burst your bubble, not everybody in the world wants what you have unless you’re Google or Facebook or YouTube, and you’re probably not Google or Facebook or YouTube. So not everybody in the world wants what you have, and therefore, you’re going to have to collect more noes than yeses. Yet we treat noes like they’re something to be avoided. They are absolutely not. They’re something to be collected and celebrated, dare I say it.
I’ve just come off a call with a guy and it was a no and I’m delighted. Do you know why I’m delighted? Because he’s finally off the fence. He was a sort of a maybe, maybe, maybe, yeah this looks interesting, and he’s now a no. Happy days. He’s freed up my fence. Another spot on my fence to put somebody else on. So he collects the most noes wins. My dad, Tommy O’Brien, great salesman back in the day, and he came up with this phrase, “The more calls you make, the more orders you take. The more calls you make, the more orders you take.” It’s frighteningly simple. What he doesn’t say is the more calls you make, the more noes you’ll collect, but it’s one and the same thing. The more calls you make, the more orders you’ll take. The more calls you make, the more noes you will collect. You must collect more noes than yeses if you’re going to be successful in business. And the worst place you can have people is sitting on the fence.
I put a slot in my diary last week, a two-hour slot, and it was, “Clear the fence.” What does clear the fence mean? It means I’d have to go back to all the people who were sitting on the fence who told me maybe, they didn’t tell me no, they didn’t tell me yes, they told me maybe about my product or service. And they were sitting on the fence and taking up head space. And I don’t want them sitting there rent-free, so I needed to get them off the fence. And so I made the calls and I collected more noes than yeses. Happy days. But the fence is clearer. And you know what I’ve been doing since? I’ve been filling the fence up again because I’ve been following my own dad’s advice. The more calls you make, the more orders you take. And I’m fully expecting to collect more noes than yeses. But the more noes I collect, the more yeses I will collect by default.
So he or she who collects the most noes wins. The more calls you make, the more orders you take. The more calls you make, the more noes you will collect. The more noes you collect, the more space you have on your fence. He who collects the most noes wins, she who collects the most noes wins. Folks, go out there this week and collect a whole load of noes and then check back in next week and see how that’s gone for you. I promise you, you’ll be energized. I promise you’ll be energized.
And thank you for joining me for this week’s Coffee with Colm. I hope and trust as ever you got something from it. Please consider what’s been shared here today and apply it into your thinking for this next week. And then very important, come back next week and we’ll share another coffee together and I’ll ruminate on some other aspect of life and business. Between now and then get some great coffee, get some fresh air, get some R&R. Perhaps in these strange times, you’re spending too much time alone? Well, then find a way of reaching out to others and spend some time with other people, even if that has to be online in the short term. If you spend too much time with people, perhaps even if that’s online, then take some time out and get to know yourself a little bit better. And then when the time is right – and only when the time is right – get your head back in the game, get organized for the week ahead, get stuck in, make next week count, collect more noes, and I’ll see you here this time next week for another Coffee with Colm.
I love great coffee. Talk to you soon. Bye for now.
Related: Stop Selling, Start Serving: https://youtu.be/oMceCvaj1wo
Come back next week for another ‘Coffee with Colm , brought to you by WIG-WAM – Business Coaching