Thursday is guest post day here at Duct Tape Marketing and today’s guest is Andrea Waltz  – Enjoy!

YistheDestinationgraphic-webIt seems ridiculous.  After all, most business owners and salespeople alike operate from a place of fearing or, at best, avoiding opportunities to be rejected.  If the goal is to close sales and build the business, how would getting rejected more often possibly work?

The simple answer is it is in the avoiding rejection that the greatest opportunities are actually lost. The strategy works on the premise that when you increase opportunities to be rejected and hear more ‘no’s’, that your opportunities for yes’s, or whatever it is you are seeking, will also increase. You could say it is a numbers game.

For example, we’ve all heard the line, “Would you like fries with that?” A question so popular, the phrase itself encapsulates the entire philosophy of what it means to “upsell.” Of course, it is true: the mere act of increasing the amount of product you show and services you offer increases both the yes’s and no’s you will hear. It is not only a fool-proof formula, but one of the great undeniable laws of the universe.

What’s the issue?

Most people have grown up in a “Go for Yes” world. In that world, closing is good (the yes) and rejection (no) is bad. If you get a “no” you must be a failure and doing something wrong.   Unfortunately, it’s this emotional baggage and poor belief system that that holds us back from asking more questions, talking about additional products and services, or going after that big, scary client we’ve always wanted to land.

As kids, we had a natural sense of tenacity that has somehow been drummed out of us. So as adults, business owners find themselves doing everything within their power to avoid hearing “no”, sabotaging their growth and ensuring mediocre performance. As we go on, the entire world of opportunities starts to shrink because they only look for the yes’s – the low hanging fruit, the “easy” sales, leading to average results over time.

Try this:

Go out of your way to intentionally increase your failure rate. You read that right; intentionally increase the number of times you hear prospects and clients say “no” to you.  And, if the key to success is to increase our no’s, then it only makes sense to celebrate our setbacks as well. If someone turns you down, celebrate it! When was the last time you rewarded yourself for failing or hearing a no? Probably never!

How many total “no’s” did you personally obtain yesterday?  Last week?  Last month?  Now it’s time to start.  For this to work, you’ve got to get into action and step outside of your comfort zone.  When you start hearing no’s and start thinking differently about no, you will create the mind shift that is required to get back to that persistence you had as a kid. And, in the process opportunities will come into your business and life because you are finally willing to risk and wanting to ‘fail.’

To achieve significant success in today’s world, failure and hearing ‘no’ is not just a possibility…it is a requirement. We must see success and failure for what they truly are: not opposites, but opposite sides of the same coin. In other words: Yes is the Destination, No is how you get there.

AJWHeadShotFeb2013-WEBRichard Fenton & Andrea Waltz are the authors of “Go for No!” a short powerful story written specifically for business owners and sales professionals in every industry who must learn how to face failure and rejection to be successful. Visit or get ongoing NOtivation at

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  • I will say that although this is a great way of thinking about “no”, i would still say that people will always dear it and avoid it. I think there is middle ground that most people should find. Some worries and stress are good for motivation as well if you know how to use it. All in all I think you make a good point though and is still need to work on it.

    • Andrea Waltz

      You are probably right Joey, people will always fear it a bit no matter what. Stress and worry though that stall people into inaction, or cause them to make false assumptions are never good. Appreciate you commenting, thanks!

  • Fear and hearing no are a strange thing for sure Andrea. We fear hearing the no but, in the end, it can be one of the best things that happens to us.

    • Andrea Waltz

      Yep… and when you see you survive your fear lessens. Thanks Joe!

  • Madison Smith

    I completely agree that fear of failure holds many of us back from opportunity. I think there is something to be learned from each “no” or rejection we encounter. Rejections provide us with a platform for improvement. Without this opportunity to see room for improvement, many people and companies miss out on opportunities of growth.

    Madison Smith
    A. B. Freeman School of Business

    • Andrea Waltz

      thanks Madison very true, appreciate your comment!

  • Great idea. Well its always been a negative impression whenever we receive
    or give no to others. However, no always teach us the value of
    perseverance and determination in reaching success. We just have to
    be careful in rejecting opportunities because we might get used to it
    and we may be developing a “NO” mannerism. 🙂