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Is “Go for No” The Secret to Closing More Sales?

Several years ago, Richard Fenton and Andrea Waltz wrote a book and produced a video called “Go for No.” The basic premise of the book was that you should make it a goal to hear no and to meet with resistance and rejection, as opposed to making it a goal to succeed and hear your prospect say “Yes.” This sounds counter-intuitive. But in the words of Earl Nightengale, sometimes the smartest thing you can do…