rayhigdon.com

Go for No! As Richard Fenton & Andrea Waltz teach in their programs and books, if you program yourself to go for a quota of no’s, you no longer are stressed out when you receive them (which, everyone inevitably gets). This is what is interesting, if you set a quota to receive a certain number of No’s each day, you actually don’t mind getting them as they help you reach your quota and here is the reality, you WILL get yes’s if you ask enough people. An interesting story that illustrates this, they took a group of door to door insurance salesmen that typically went door to door trying to give great presentations, fairly lengthy ones to anyone who would listen. They switched to them asking, right from the get-go, “You’re not interested in buying life insurance are you?” Haha, sounds terrible right? Well, because of the “Speed of disqualification” they were able to see more people, which, led them to an amazing increase in profits! You see, simply presenting to more people was better and more efficient than simply having a great presentation!