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"A no does not mean that you should give up; on the contrary, a no means you should keep at it."
-Martin Limbeck
Selling is easy if you can offer the lowest price or a top brand that everyone wants. But what if you don't? What if the client says no?
In sales, rejection comes with the territory. You will hear no, and you will hear it frequently. It's normal. What's important is what you do with that no . . .
The right attitude toward selling is your key to success. Passion, pride, and perseverance are your most important assets. NO Is Short for Next Opportunity will inspire you to develop the proper mindset for selling and to seal more deals.
"This book is not an option for anyone who has ever heard the word 'no'-buy it and read it today and start getting 'yes' tomorrow."
-Jeffrey Gitomer, author of The Little Red Book of Selling
"This book will keep you going and growing throughout your career. I recommend it."
-Mark Sanborn, author of The Fred Factor and You Don't Need a Title to Be a Leader
"This book is bigger than sales. It's a book about lifelong success. Your success."
-Randy Gage, author of the New York Times bestseller Risky Is the New Safe
"Read Martin Limbeck's book and you will learn how to get past the no and realize your true potential."
-Ron Karr, author of Lead, Sell or Get Out of the Way
"Compelling, complete, and courageous, this book will show you how to sell successfully to others and how to overcome the objections of even your most important client-you. I got new ideas and a new sense of hope from the very first page!"
-Monica Wofford, CSP, CEO, Contagious Companies Inc. and author of
Make Difficult People Disappear
Martin Limbeck is an international sales authority and sought-after keynote speaker, dubbed "The Porsche of Sales" by the press. He helps sales professionals develop the right attitude toward selling and seal more deals. Sales is Martin's life. He started his professional career selling photocopiers. As a trainer and entrepreneur, he has trained and inspired sales professionals in sixteen countries for more than twenty years. In 2011, Martin was awarded the National Speakers Association's Certified Speaking Professional (CSP) designation. He has been honored as Speaker of the Year 2014, International Speaker of the Year 2012, and Trainer of the Year 2011 and 2008. He gives 150 speeches and seminars per year around the globe, teaches at Reutlingen European School of Business, and has published several books in various languages.
Foreword: The Essence of Selling
A Word Before We Start
Acknowledgments
Mindset: What Makes a Sale a Good Sale
Formula: What All Salespeople Should Know About Their Customers
Reflection: Who Do You Think You Are?
Customers: You Have to Like People
Flash of Inspiration: Psychology for the Top Sales Professional
One-Track Mind: The Art of Focusing
Targeting: What Is It You Want?
Mental Preparation: Think Before You Meet
Tall Tales: The Proper Frame of Mind for Customer Acquisition
Valuable(s): Standing Behind Your Price and Performance
N.O.: NO Is Short for Next Opportunity
Out of Left Field: Techniques for When the Going Gets Tough
In Closing: Stay True
About the Author