Richard Fenton and Andrea Waltz have been encouraging, coaching, and teaching people to intentionally go for no to get to âYESâ 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 ânoâ 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 ânoâ 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 âNoâ
How is getting ânoâ a model for achieving success?
Part Two: When They Say âNoâ
41 practical and effective strategies for handling the no both internallyâwhat you should think and say to yourselfâand externallyâwhat you should say and do next with the customer. Examples include: Listen, Donât Take It Personally, Donât Be Desperate, It Might Be a Good Time to Quit, It Might Be a Blessing, You Shouldnât Be Surprised, You Should Be Surprised, See It as a Gift, Accept It, and more!
Part Three: When They Say âYesâ
A few of our best (often overlooked) ways you must stretch your âasking muscleâ 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.
Isnât 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.
Listen now!