How much did I like it? 6/10
Weird book, about a man waking up ten years in the future and meeting himself, and eventually teaching him how he got outrageously successful (it turns out it was actually a dream, or it wasn't, that's the double twist in the epilogue).
The first part of the book was boring, small talks, no wisdom, no advice, no direction, no substance. I wanted to quit.
Then an idea was brought to the table and it got better,
but there were still a lot of uninteresting, boring dialog fillers all over.
If you remove the boring parts, this book would span over 1 page or 2.
I did that filtering to extract the juice and put it on my blog.
Although I didn't like it, it made me think, and I will probably see things differently from now on. So that wasn't such a bad book after all.
Note from the authors
I began to wonder; wouldn’t it have been great if the me from ten years earlier, the me that had ignored this advice, could have had a conversation with the older, enlightened me? That’s when I got the idea for this book.
It’s for anyone who has to face rejection
‘That guy just bought a suit, sport coat, three shirts, six ties, shoes, socks, a belt and underwear! What do you mean, what did he say no to?’
‘We’ve already established what he said yes to. What I want to know now is, what did he say no to?’
‘then how did you know he was done?’
His question hit me like a punch because I suddenly realized the customer hadn’t ended the sale, I had! Why? For only one reason I could think of.. the customer had hit my mental spending limit.
‘The salesperson never decides when the sale is over; the customer does.’
‘Eric, your fear of hearing the word ‘no’ is the only thing standing between you and greatness.’
Success < == ME == > Failure
ME == > Failure == > Success
I realized that failure was the halfway mark on the road to success, not a destination to be avoided but rather a stepping stone to get what I really wanted in life. Most people get to the sign marked ‘failure’ and they figure they’re heading in the wrong direction, turn around and head back home. They think that success must be back the other way, but it’s not! It’s straight ahead!
Billy: I want a cookie!
Billy: Please can I have a cookie?
Mom: I said no!
Billy: Why can’t I have a cookie?
Mom: Because I said so.
Billy: Mommy, I want a cookie!
Mom: Oh, for heaven’s sake, just one!
if he pushes long enough and hard enough and doesn’t quit, there’s a yes at the end of the cookie
I started really looking at what set successful people apart from the masses, and their willingness to fail was at the top of the list.
And who do you think gets to be in the lucky five percent? The people who failed the most during their lifetimes
‘Do something everyday that scares you,’
You’re expanding your comfort zone. You know the comfort zone is never static. It’s always in a state of expansion or retraction. Think about how courageous you’re being
Courage is acting in the face of fear. It’s being afraid of something and doing it anyway.
My willingness to hear no got me on the right track in my career, but it was my wantingness to fail that catapulted me to the top.
A willingness to fail means a person will tolerate just enough failure to get what they need from life, and no more. A wantingness, on the other hand, means you’re not just tolerating the no’s in your life, you’re actually beginning to seek them. When you develop a true wantingness to fail, rejection starts being fun!
While we have absolutely no control over the actions of others, we do have total and complete control over how we react. What if we decided to make each no we received and every rejection we encountered something that empowers us? Instead of avoiding rejection, what if we made the decision to seek rejection? Instead of avoiding no or perhaps simply tolerating it, what if we went out of our way to actually go for no!
Rather than setting goals for the number of yes’s you are planning to get each week, you set
goals for the number of no’s you’re going to collect.
the guy on your sales force who failed the most was also the number one salesman in the company?
Four years in a row.
the average salesperson slows down when he or she reaches their quota
it’s just another way of staying within comfort zones and avoiding the pain of rejection.
Most people classify the amount of pain they must endure to survive in this world as necessary pain. Anything beyond that, by definition, is unnecessary pain. That’s why it becomes so easy to dodge that extra effort
So what if, instead of having the goal of getting four yes’s, your goal had been to get a minimum of sixteen no’s.
Your success would have led to an increased number of calls, whereas when you were going for yes you decreased them.
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. Fortunately for the United States of America, Abraham Lincoln had a very high failure quotient!
Any normal person would have quit, but the “Colonel” wasn’t normal;
Numbing yourself to no isn’t about ignoring it; it’s about experiencing it so often that it eventually loses its power over you.
Ruth is remembered for his record 714 homers, not his 1330 strikeouts, which was also a record!
The pike had conditioned itself through hours of nose bumping to stay within its own self-imposed limitations.
Most people are no different from pike, They have bad experiences, bang their noses a few times and learn how to quit. Then they find themselves in a new situation, where there are no real barriers, where they can eat all the minnows they want, but do they? They restrain themselves within their own imaginary walls. your brother changed the way I think, sell and live. I owe him a deep debt of gratitude. Because he taught me to enjoy bumping my nose!
80% of all salespeople don’t make it through their first year for the simple reason that they failed to make enough calls. That’s it. Nothing else.
When I first started in sales, I attended lots of training programs to polish my skills. The problem was that I didn’t spend enough time applying them! While I was busy getting smarter, many people with far less talent and ability zoomed right by me.
you must start the sales call with the following words: ‘You don’t want to buy any life insurance, do you?’
Fifty-nine out of every sixty people they approached said, You’re right! I don’t want to buy life insurance, so get lost! But one out of every sixty said, As a matter of fact, I do need insurance. Come on in and sign me up!”
One out of sixty isn’t a very good closing ratio.
But it only took about eight hours to approach 60 people with their you don’t want insurance message.
You see, if you truly want to accelerate your sales performance, you have to fail faster!
learn that no doesn’t mean never, it means not yet.
the quickest way to separate yourself from the rest of the pack is to get at least five no’s from everyone you try to sell to!
a no is always better than getting a ‘let me think about it.’ if they say no and I follow up with why, now I’m on the verge of discovering what I need to do next to make the sale.
if you’re going to get a no from somebody, get it from the client who needs twenty copiers, not just two.
there are many salespeople who intentionally avoid going for large sales because they’re afraid of blowing the big one. This is silly! In the end a no is a no regardless of the size of the account, but the rewards for the yes’s are huge!
Edison replied, I haven’t failed ten thousand times - I’ve simply discovered ten thousand ways that will not work!
reward people for their failures, not just their successes
you don’t get what you beg for, wish for, or pray for, you get what you reward.
Yes is the destination, No is how you get there!
He placed his arms around me and hugged me close, and as he did, I understood what he was saying. He was the potential of me, and as such, he needed me to overcome my self-imposed limitations or he would never exist.