<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=1581599555431982&amp;ev=PageView&amp;noscript=1">

Richard Fenton, Author of 'When They Say No'

Richard Fenton



Professional Sales Tips you'll learn today on The Sales Podcast...

  • People do not understand that yes and no are a package deal
  • Yes is wonderful, but you must endure some "no's" to get the big "Yes's"
  •  A percentage of people hear this and apply it...but others still fear failure and rejection
  • 41 different ways to think and act when you get a "no"
  • Maybe they gave some bad advice in their first book...it's hard to go to the next prospect when you have a competitive, limited industry

Related episodes and posts

  • "You're just getting started."
    • When average performers hear the word no, they think it's over.
    • When top performers hear the word no, they think it's just starting.
  • Project confidence.
  • "Close the sale" is prevalent in sales books.
  • But opening correctly is also important, if not the most critical part of the sales process.
  • Are you good at listening and asking good questions?
  • Closing should be easy if you open well.
  • How to open well today...
    • Avoid bragging.
    • Avoid going into the features and benefits. ("F-words are killing you."
    • You need to have a meeting of the mind.
    • Put the focus on your prospect and their needs.
  • How to connect with prospects in a COVID world...
    • Expect a lot of "No's."
    • Look for eight "No's" to get a yes.
  • Not getting a call returned is not a no.
  • It took Richard and Andrea 17 touches over four years to win a deal.
  • Mix up your outreach.
  • Personalize your outreach...make it about them.


Join The Club

Andrea Waltz Go For No On The Sales Podcast Session 78


  • It's easy to fall into a rut when you apply old tactics for many years.
  • Do the research and have the information to use when you need it in the presentation.
  • But don't jump right into the presentation/pitch.


If you think you're desperate, you are."
Andrea Waltz, Go For No, returns to The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

  • Launched in 1997 in training for the retail industry.
  • They wrote a 64-page book that was really a pamphlet.
  • So they had a book from Day One.
  • People are more apt to read a short book.
  • Consumption is a huge part of the sales process.
  • How soon to bring up price?
  • Make sure you're not wasting their time or your own.
  • When to qualify vs. disqualify a prospect.


Learn to make every sale with the IDSS Training.


Which CRM Is Right For You?


Sales Growth Tools Mentioned In The Sales Podcast

  • Hire The Best Speaker for your sales meeting or marketing conference
  • Take The CRM Quiz: get a free consultation with me
  • Donate: Just because you like the show, the no-bullshit approach, and don't want to buy a book, software, or The Make Every Sale Program.
  • The Sales Agenda: take control of every sales opportunity like a pro.
  • Leadferno: Turn lurkers into leads
  • Founders Card: Get $20,000 in free processing from Stripe, save 15% on Bose, and save on hotels, travel, car rentals, you name it.
  • Send Drunk Emails: ...that get opened and get you paid!
  • Phone Burner: work the phone like a machine so you can be a human when you connect.
  • Sendspark: Send video emails that make an impact so you can stand out from the noise. Use promo code SALESWHISPERER to get 33% off for three months



SUPPORT & CONNECT: Check out the sponsors above; it’s the best way to support this podcast

Join 12 Weeks To Peak for free...but you probably won't finish...and you won't care.