I took a sales training course several decades ago, where the concept of “going for the no” was presented. I remember my Company President being quite dismayed at this and not really in favor. However, the “radical” concept does have a lot of merit and can be effective in managing a sales rep’s time.
The primary goal of a sales representative is to assist buyers in reaching a decision. The decision will not always be a ‘yes’ so while a ‘no’ is not the desired outcome, it is still a definitive decision. A decision that allows us to move on instead of just being in limbo. Plus accepting ‘no’ as a legitimate decision can build a trusted advisor relationship with the decision maker. So, if a ‘yes’ is unattainable, we should aim for a clear ‘no.’
This concept of “going for the no” is a fundamental change from what every motivational speaker and self-help guru preaches. We are typically guided to go for the yes. Going for the “no” is a mindset where we actively pursue opportunities even when we expect the answer to be “no,” believing among the many rejections, the few “yeses” could lead to significant positive outcomes.
Weird Al Yankovic, was particularly drawn to the art of musical parody, blending humor with music to entertain audiences. His first breakthrough came while in college when he recorded “My Bologna,” a parody of The Knack’s hit song “My Sharona.” Going forward, most labels and artists were skeptical and rejected his approaches to parody their songs. Through those negative responses, he learned of artists who appreciated his work, for example, Michael Jackson and Madonna. In 1984, Yankovic released one of his most famous songs, “Eat It,” a parody of Michael Jackson’s “Beat It” which earned him a Grammy Award.
Mark Cuban has said for years, “Every ‘no’ gets you closer to a ‘yes.’ It was his flip on the saying “Don’t take ‘no’ for an answer.” At some point, and that point should come quickly, we must move on. It is a waste of time refusing to take ‘no’ for an answer when time is our most valuable asset. Moving on doesn’t mean giving up. By reframing “no” as a step forward, it encourages not only resiliency, but a growth mindset.
I did a previous blog on The Beauty of Losing. We need to keep the ‘no’ in context. It is directed at the issue at hand and is not personal. A ‘no’ helps us to find our ‘yes.’ I look back over my life and can clearly see, in hindsight, where a ‘no’ led to a future ‘yes’ that was life changing. Some of those ‘nos’ were given to me by other individuals and organizations, some were specific decisions on my part, and others seem to be part of a larger plan.
The older I get, the more I recognize and appreciate the importance of getting, and giving, a ‘no.’ Going for the ‘no’ with small and unimportant activities, primarily reactive, is crucial to managing my time effectively. It has also improved my character by not accepting undesirable behaviors and actions. We can’t build on broken; we must go for the no and eliminate the negative. Going for the no today can have a huge positive downstream effect.
Christianity is a religion of paradoxes where seeking the “no’” gives us a “yes.” When we give, we receive. When we deny, we are rewarded. When we die to self, we find life. We cannot say yes to Jesus Christ without saying no to many other worldly desires and commitments. A ‘no’ becomes the gateway for the ‘yes’ to God’s plan and a more fulfilling life.
The Prodigal Son returning home goes for the ‘no’ believing it is no longer his home, nor his father. It was the ‘no’ of Good Friday that gave us the ‘yes’ of Easter Sunday. If God was not rejected by Adam and Eve, we would not have the resounding yes of Jesus.
God’s guidance and understanding can lead to positive outcomes even when we face rejections or setbacks. His wisdom will create a bigger yes which otherwise would never have been attained. His forethought can reframe a “no” as a step forward bringing us closer to the desired outcome that aligns with His plan.
