Happy Monday, Kemosabe!

As I mentioned to you last week, I am reading a tremendous book titled “No: The Only Negotiating System You Need for Work and Home” by Jim Camp. Email marketing wizard Ben Settle highly recommended this book, and man was spot on.

The book’s premise is that the word “no” is GOOD, not bad and that you should be looking to get a “no.” In fact, chapter 3 is titled, “If You Want the Advantage, Take ‘No” for the Answer: Why ‘No’ Is Great, “Yes” Is Bad, and “Maybe” Is the Worst.

Yes, this is counter-intuitive, but if you understand psychology, it is life-changing. Read this carefully, on page number 64; Camp writes, “When you internalize the principle that in every negotiation every party has the right to say no, that “no” is just a decision that may be followed by another decision, and that it is a perfectly safe answer to give and hear, well, the results are magical.”

When you are okay hearing “no” and saying “no,” you put yourself in a position of power because, as the author says on page 73, “No can help you control any neediness you may be tempted to feel. It establishes respect for everyone. It leads to the gathering of information. The “no” principle is not about getting tough. It simply gets everyone out of guessing mode.”

This is some of the best advice for closing more sales that I have ever encountered.

Okay, I’ve got to get back to reading.

Make it a great week.

Kick butt, make mucho DEEnero!

Dave “Motivational Monday” Dee