When They Say No

By Richard Fenton and Andrea Waltz

When They Say No... Then What?

Richard Fenton and Andrea Waltz have been encouraging, coaching, and teaching people to intentionally go for no to get to "YES" for over two decades. Finally, in this long-awaited follow-up to their ground-breaking first book, they examine exactly what should happen when it comes to hearing "no" in sales.

 

• What should you think when you get it?

• What should you say when you get it?

• What should you do when you get it?

You have a relationship with the word "no" and with this book, you can make that relationship stronger, working for you, not against you.

The other good news: the book is short enough to be read in one sitting!

Four Parts:

Part One: The Power of "No"

How is getting "no" a model for achieving success?

Part Two: When They Say "No"

41 practical and effective strategies for handling the no both internally–what you should think and say to yourself–and externally–what you should say and do next with the customer.

Examples include: Listen, Don't Take It Personally, Don't Be Desperate, It Might Be a Good Time to Quit, It Might Be a Blessing, You Shouldn't Be Surprised, You Should Be Surprised, See It as a Gift, Accept It, and more!

Sales managers: This section is ideal for leaders to pick out one or two concepts to use for Monday morning sales huddles or monthly sales meetings.

Part Three: When They Say "Yes"

A few of our best (often overlooked) ways you must stretch your "asking muscle" to be most effective and maximize the yes.  

Part Four: Parting NOtivation

A couple of our favorite stories to give readers the clarity and courage they need to turn no from an obstacle into an asset in their career.

Isn't it time that you stopped letting no stop you? Get the mindsets and strategies to stay positive, keep going, and find a yes, when they say no.

Grab your copy today!  

• Language: English
• Publisher: Success In 100 Pages
• Release date: Mar 16, 2023
• ISBN: 9781947814318

Book preview

�&.dbook_preview_excerpt.html}Y�r�����<��*�bo��u\�l꒵D�H���!0$�0� �~ڏ؇�R��ȧ�䜞
(��>���}�����^�ƻj��[Wo�],������/�U�Oҫ�'X�]9i�̄�l�^���[�0a����xo˰(��7���s��}�L�(Tm|i��䪭r�U�4�Ce�`����n�5��Ջ���@UN��˃fiqP;+l��*Uꍚ\[{���r^���Yˣ!��6j�|�W���[]AS���،�J�-5~�b�mY��Z�z��A2�3�E���ܞf+ �� �s,��A*lBcʁZ�f��Ft_{�QE\B�f�{[��/b�[pփ5k��^:��s��f�`xB�}D۴������ѹ�DK����F��7�̡ �s�T��i[��^g�N���R!\*v�9�RkX
'=*���p�#���;�$�`h���A���NDnU�*ؙ-l#�T�{�x������� ��5��˂ت�:��f�ņryhg�(,�&9C� ���z�XK\̂�C�-�`�Z2��>`�"�j ���+X\�@� ��f���e�M�X�6o4���ބ- �'! ���En�c圸�Y���pDS�#������{�
���* ����[]��˿��#��r�Ё���H� ֛A�ZUn]�|�G�t�}�Nw[;�R��h����������2cA0*�>�`'�;�@ ��cxSl�;t��Ou��]����r8U����D��y;��N��n�'�n.��l�a�������ןq��FM/G�G݌_�|�awGͅW ���FU�6zE�) �%��o��������Z��9V����0��=�ù�Z=h�B#� ���o��:�r�#��Y��oFF�V.�7W��:�9���˿�ӕpC}��f�cx�B��1�-D�ud?�<1��4T0�E��m�]y���(�g.ҙ[���p0�e�v��AE�#PBqw��Htrp Q�Ifx����[�d������ ���EC � f�W� 8�1��C`j�T�&3�
V��}`^Q\�.@�
�Nw�S`ٵp7r|�� �(�qoH>L�M�^!�f����0<�/������vx7U��+�n+B���������덺s�b� [ʍ>6f����ڪ���:�f7@y2]���ż��3%�oQ0�hp�{;7���ʻ�����]q�+ԓgFݣ��E��H��Y����k&]��z�a%��О�" Pqg��Q�7��G�3�g�sV6J����`>��bW �[�@{���h��[��4X���x4�M���MC�����aӠ�un#����^�3 �}��]︞}_\� v�,��!ַ:8��K�zF�/��Ք���'8��>+�@���'zi'-��\i���V�Ov�k�4�&�ݗƹp��zgw����NK�}-5؍T;;N���g�<�T S�
{vd�����T��7$g����:�Ĉ3jf�;߅T}r.ط��1i�G*ؓ�dd��� � yBs^@\?�p�η{\�|?uN]��Rq�V��zv�T�d^}ϼ��m�7�"�F�9ͮ�|J�Nl��D:��63'�T&R�s�X��-��X��;j��.�V�C<̄��������Ev��f�(��Q�0�����������w�ݞ���P)G���i�U��,C���(����%c|r��>�U.�F�y��hr �Q�Ȟ9���x>7R��k�`y���`������s0�s �%=�{���n�}'�#�0�,Ɍ�:�A�9��CfA]��ԵV�a�U�xx�s��;IΰoE��Kғ��H�_�߫������\�n+;D�g�n����5��yx��G��@lU/<5w���m*f$i7������'�C蝂0�qU����@& ��� ] ���A������+�Z0!}r� c���P_k�3�k�ӨN���C��U��ў���"s�;BT�:��E9}�#~"}K��8�C�TpG��F8�o4��,mV�ᶦG��62���k�� [vd��:�#�d�#����?��[ӋsH�{�����&��#B���q-�[s��y�u����צ��^�2
����اg�G��tԳp=m{x48�:i�<��yv�z;�
�I[bC��r��:��&6�2�S��-a#ȉ��7;7u����&� "�j��4��N��~-o������s1x��k�]{
㽓��P��U� �U_6.ǀ �ຂ�,��RaIJ^p�� fʞ"2pZ��>����Nnt���l*��Hu:^2A�ΤR���`�q�߅@7�2�e�A�F+LY�,�X��(���