I often say that I will accept ‘No’ if it is the right answer! But rarely, if ever, is it actually so! Too often, we stop at ‘No,’ never going beyond, never seeking compromise or alternatives. In this short life, we only get what we are brave enough to ask for! While you must earn the right to ask, you can’t be afraid to do so! Fear, whether imposed by yourself or others, is the crippler of many a great opportunity! In sales we are taught that it is not uncommon to hear ‘No’ seven times before the same client or prospect says ‘Yes.’

So why do we stop so short of success? Fear, rejection, and intimidation are just a few of the many reasons. I’m a huge believer that all human behavior – business and personal – is rooted in the success or failure of the family origin. How were you treated by parents and siblings when you heard ‘Yes’ or ‘No,’ and what was your response? Next time you hear the answer ‘No,’ ask six more times and seek compromise. “I know you said ‘No,’ but is there a way to make this work? I would really like to do business with you…” My guess is you’ll get more than your fair share of ‘Yes’s!

Bob Paff