The Goddesses of Yes, No and Maybe

j--loNlnloeNr sELLERS cer 807o of the \-rbusiness in any market. Why? Because people want to be associated with winners.

Confidence is the ultimate aphrodisiac. Humans are drawn to confidence more than anything else. The opposite is also true. When sellers lack confidence, customers will do everything they can to avoid them.

In 1893, the Italian socio-economist Vilfredo Pareto (1848 - 1923) observed that SOVo of the wealth in Italy was owned by 2OVo of the people. Upon further study, we see that Pareto's Principle affects more than just wealth creation:

.2OVo of the carpet in the room you are sitting in gets 80% of the wear.

. 2OVo of the players on a basketball team score 8OVo of the points. Scorers are not afraid to miss and will continue to shoot despite misses, while the majority of players (8OVol) become more conservative in their shot selection or stop shooting altogether.

.207o of the fishermen catch8OVo of the fish.

. 207o of the sellers in every industry get 807o of the business !

Think about #4.If we are not in the top ZOVo, we are fighting over 207o of the business with 80Vo of the competition. No wonder many sellers are miserable.

What are the top 20Va doing differently? Confidence is the main ingredient in their recipe.

Yesville

The only way to Yesville is through Noville. Many sellers are so afraid of the No they will never get to the Yes.

Master sellers fail at a 9OVo rate, while struggling sellers fail at a 987o rate. The struggling seller looks at master sellers and thinks they are selling all the time. They are selling four to five times more than their weaker-selling brethren, and they make it look easy, BUT they are still in the 90Vo rejection business! In fact, master sellers get more No's in a week than struggling sellers get in a year! The crucial difference between these two groups is not experience or product knowledge. It is their relationship to Yes, No and Maybe.

Yes, No and Maybe. Master sellers are not afraid of the No. They search it out.What they are disdainful of is the Maybe. The struggling seller will take the Maybe, a fool's gold victory, because of their fear of the No.

Forgetfulness. Master sellers forget about No's. No leaves a lasting impression on the struggling seller.

Denial. For the master seller, No does not exist. "Let's not call it 'No,' let's call it 'We'll do business in the future"' is the attitude of the master seller, while the struggling seller will be r emotionally bruised for an hour, day or career because of a simple No.

The Three Goddesses

There are three goddesses. The Goddesses of Yes, No and Maybe. The Goddesses Yes and No hang out with winners, while the Goddess of Maybe, while initially the most attractive, if only for ease of access, will turn any salesperson that falls for her into the dreaded Willy (or Willamina) Loman.

We must have a good relationship with the Goddess of No. In fact, when we chase after her, the Goddess of Yes will become jealous and chase after us. If, on the other hand, we fear the Goddess of No and consort with the Goddess of Maybe, Goddess Yes will run from us and the Goddess of No will kick us around just for fun.

What is your relationship with the Goddess No? Do you fear her? Avoid her? The Goddess No is a wild animal. If she smells fear, she will mangle us. But if we show confidence, she will find someone else to pick on.

Author Neil Straus, in The Game, suggests that if we treat our potential sweethearts like queens, they'll treat us like paupers. He advises treating them like our "best friend's little sister" (i.e., tease and flirt with them, and they'll treat us like kings).

The same can be said for the Goddess of No. We should have a playful, nonchalant attitude with her and she (and our customers) will treat us like sales kinssl

James Olsen Reality Sales Training (503) 544-3572

M&L Enterprises, Crescent, Or., closed with the death of owner Lawrence Gieber and auctioned off its rolling stock and post peeling equipment Jan. 19.

BlueLinx is now distributing TerraDeck comoosite deckinq from Natures Comilosites, Toriington, Wy., in test markets Denver, Co.; Portland, Or., and Tampa, Fl.

Tiger Deck's Tigerwood decking products are now approved by the California Department of Forestry & Fire Protection for construction in the Wildland Urban Interface areas.

Pacific Western Wood Products, Los Angeles, Ca., is now distributing Koliy Flooring tnternatio-nal's Luxlry Vinyt fl oorin! and has added a Kolay flooring showr00m.

Conifex Timber. Vancouver. B.C., has completed its acquisition of Welco Lumber's commodity tumber distribution business and Navcor Transportation Services' transportation and logistics business.

Weyerhaeuser Co., Federal Way, Wa., sold its 0SB mill in Miramichi, New Brunswick, to P.Q.-based Arbec Forest Products. tne facility has been closed for five years.

Vista Pointe Architectural Systems, Gilbert, Az., is now incorporating optional Hurd aluminum clad door panels in its folding and sliding patio door systems.

GalStar Products is relocating its headuarters and R&D activity from Newark, Ca., to its manufacturing plant in Caledonia. Wi.

Pacific Lumber Inspection Bureau has been aporov6d bv the American Lumbei' Standirds Committee to serve as a third-partv auditing agency of tne Pellet Fuels lnstitute's densified wood pellet monitoring and labeling program.

Anniversaries: Simpson Door Co., McCleary, Wa, 100th Milgard Windows & Doors, Tacoma, Wa., 50th Riddle Laminators, Riddte, or.,4sth

Competing New Mexico Hardware Stores to Merge

After 52 years, Triangle Ace Hardware, Clovis, N.M., is merging with local competitor Burns Hardware Do-It Center.

Next month, Burns will close its Clovis store and move into Triangle's larger location, under the purview of Burns owner James Burns.

"The merger with Triangle will allow Burns' loyal customers a greater selection of merchandise, including lumber and building materi- als," said Burns. "It will also give Triangle's customers access to Merrilat cabinets, Mohawk, Beaulieu, and Shaw flooring, as well as installation on those items."

Triangle owner Richard Petty will take "a less active role" in the business, while general manger and IT administrator Randy Petty will depart, after 3'7 years with Triangle.

Burns also operates Burns Hardware stores in Tucumcari and Raton, N.M., and Texline, Tx.