Page 116 - 100 Ways to Motivate Yourself

department’s projected earnings down to the penny. By boldly charting such a

specific course, Brown lets the market respond to him. Once, when I asked him
how his dealership got through a previous year’s nationwide automotive sales
recession, he said, “We decided not to participate in it.”

Before any adventure, take time to plan. Design your own plan of attack.
Don’t just counter what some other wrestler is doing. Let life respond to you. If
you’re making all the first moves, you’ll be surprised at how often you can pin
life down.

82. Take no for a question

Don’t take no for an answer. Take it for a question. Make the word no mean
this question: “Can’t you be more creative than that?” In my seminars, I work
with a lot of salespeople and one of the most requested topics of discussion is
“cold calling and rejection.” One of the greatest problems salespeople, and
people everywhere, face is in the meaning they give to someone else’s no. Many
people hear no as an absolute, final, and devastating personal rejection. But no
can mean anything you want it to mean.

When I graduated from college with a degree in English, I was not
overwhelmed with companies trying to hire me. So I decided to try to get a job
as a sports writer at the daily evening paper in Tucson, Arizona, the Tucson
Citizen. I had spent four years in the army, and I hadn’t done any sportswriting
since high school.

When I applied for the job, I was told that my major problem was that I had
never done any professional sportswriting before. It was the typical situation of a
company not being able to hire you because you haven’t had experience—but
how can you gain experience if no one will hire you?

My first impulse was to take no as their final answer. After all, that’s what

they said it was. But I finally decided to have no mean—“Can’t you be more
creative than that?” So I went home to think and plot my next move. The reason
they wouldn’t hire me was because I had no experience. When I asked them why
that was important, they smiled and said, “We have no way of knowing for sure
whether you can write sports. Just being an English major isn’t enough.”

Then it hit me. Their real problem wasn’t my lack of experience—it was
their lack of knowledge. They didn’t know whether I could write well enough.