Supercharge Your Results With This One Small Change

Asking “What happens if we get to the top?” is no way to start an epic journey, is it?

There’s a question that I get asked a lot. And by a lot, I mean a whole ton. Pretty much 1 in 3 people end up asking me this exact question at some point during our time working together.

And even though I maintain my poise and professionalism when I answer, this question drives me up the wall and across the ceiling.


Because there’s one word in this question that impacts our chances of success in business and negotiations far more than we give it credit for. Using this word is holding you back from achieving what you want and need for your business.

What do I do when they say no?

See it?

It’s sly. Sneaky.

(and I bet you’ve asked this exact same question more than once)

…WHEN they say no.

Oh hello Debbie Downer! Pessimistic Patty. Underestimating Ursula.

There’s nothing quite like assuming a NO is inevitable to boost morale and motivation going into a negotiation.

I’m a big believer in self-fulfilling prophecies. If you’re invited to a party and spend the whole drive over saying how boring it’s going to be…guess what? It’s going to be a boring party. The same holds true in business. If we say that we’re going to hear a NO, chances are we will. We’ll make it so.

Let’s ditch that habit – and make a swap:

What do I do IF they say no?

Ahhh. See?

So much better. Proactive and pragmatic, without being pessimistic.

Changing this one word changes the whole energy and mindset in asking the question. We’re entering discussions and asking for what we need prepared for the potential of a NO, but we’re still very much open to hearing a big fat YES.

What difference does it make?

When you ask the first question “What do I do when they say no?” the responses are more likely to be fear-based and finite:

  • panic

  • forget about it

  • give up

When you ask “What do I do if they say no?” the responses are more likely to be creative and aimed at problem-solving:

  • ask someone else

  • find out why they said no

  • try for something else instead

Given the choice between panic and problem solving, guess which one will move your business forward faster and farther…

My challenge to you: swap out the WHEN for the IF – and ditch the habit that’s been holding you back.

When was the last time you caught yourself assuming the worst? How has making this switch helped you ask for something bigger, better and bolder than you would have before? Let me know in the comments below!