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Go For No! by Richard Fenton and Andrea Waltz and The Greatest Salesman In the World by Og Mandino are two must-haves for every sales library. Read More
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We're at the final step in Getting to Yes. Think it's time to "Close"? Think again! Instead of "closing", try converting instead! Read More
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If you've done your homework, presenting a solution that exactly fits your prospects needs is a cinch. Here's how to do it. Read More
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Still not sure about going for No in sales? Andrea Waltz and Richard Fenton encourage you to rethink your position! Read More
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Before you can make an effective sales presentation, you need to know how your prospect makes decisions. How can you find out? Pay attention! Read More
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So you've effectively waded through the prospecting and qualifying portions of the sales process, and you've got a hot one! How do you get them to "Yes"? Find out their NEADS! Read More
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Sometimes, despite your best efforts, your prospect will refuse to say "No" even if it's the right answer. When that happens, you'll have to step in and say it yourself. Read More
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The better the quality of the questions you ask, that faster you'll get the No you seek. This clears the way for getting to Yes later! Read More
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If you want to get an honest answer from your prospects, try being honest yourself. State your intention from the beginning, and let them know you'd rather hear No than Maybe. Read More
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So here we are as promised, Step 2 of the 5 Steps To Get To No Faster and More Often: Talk To More People. No kidding, right?  In fact, I could Read More
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