When They Say No: The Definitive Guide for Handling Rejection in Sales

by Richard Fenton, 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 the book is short enough to be read in one sitting!

Four

Part The Power of “No”
How is getting “no” a model for achieving success?

Part 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 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 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 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 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.

Scroll up and grab your copy today!

116 pages, Kindle Edition

Published February 21, 2023

About the author

Author, best-selling business fable Go for No! Also Million Dollar Year, The Fear Factory, The Diamond Line, and others. Professional speaker. Now also fiction author of, Onyx Webb, the Series.

Reviews

[latricia y. roberts · Rating 5 out of 5]

Transformation Moment

This book is a must-read for anyone in sales or a market that might lead to a lot of "No" before getting that first "Yes". It helps you gain a better understanding that No. It isn't always what it sounds like and allows you to dig deeper.

[Duane Becker · Rating 5 out of 5]

This is an excellent follow-up of "Go for No". Richard and Andrea have given an abundance of options depending on circumstance for how to handle the "No" that we should be striving for.

[Liz Sieloff simpson · Rating 5 out of 5]

A quick read that gets right to the point. Face your fear of rejection and don’t be afraid of the word NO.

[Patrick Bloise · Rating 5 out of 5]

Phenomenal! What a learning experience!

[Ebonie]

Great tips on how to handle, overcome, and welcome objections. Great read followup to Go For No