The Power of Going for No
Most of us in sales don’t win as much as we could. It’s not because we don’t know our product or service, and not because we lack commitment to our own success.
In many cases, we don’t win because we're addicted to yes.
When we’re addicted to yes, we become too accommodating of our prospects' stalls, dodges, and delays. We don't ask the tough questions because we don’t want to upset them. We become too worried about rejection, and we want to be liked too much for our own good. We are too focused on the possibility that we'll lose the business.
When we’re addicted to yes, we surrender power to our prospects, and we don’t win as much as we could.
The alternative is learning to Go for No.
In this powerful and immediately actionable session, Carl Harvey, founder of Success and Self-esteem and author of the book, "What’s Stopping You?", will outline what’s involved in going for no. He’ll explain the mindset and behaviors required to go for no instead of yes. More importantly, Carl will provide the language and words to use that increase your effectiveness while protecting your prospects' self-confidence and self-worth.
Going for No will separate you from your competition, earn the respect of your prospects, and help you win more business than you thought possible.
There's no charge for this workshop.
About Our Speaker:
Carl Harvey is the founder of Success & Self-Esteem, a business development company that helps professional service providers develop the selling skills and psychological competencies required to succeed at sales.
Carl is a member of the National Speakers Association and is much sought-after speaker on issues of sales, self-esteem, and sales development. Among the agencies and associations where he has spoken are William Gallagher Associates, Renaissance Alliance, the Massachusetts Association of Insurance Agents, and the Massachusetts Association of CPAs.
His book, “What’s Stopping You? Building the Confidence You Need to Succeed in Sales”, integrates the science of psychology and the art of selling to provide powerful, proven techniques to achieve selling success.