Taking No for an Answer
Taking No for an Answer by Tom Lonergan, published by iUniverse on March 27, 2002, is a concise guide aimed at sales professionals. With 110 pages, this book addresses the common fear of rejection that prevents many salespeople from asking for business. It emphasizes the importance of overcoming the fear of “No” and provides practical strategies for effectively engaging with customers to facilitate informed buying decisions.
Readers will find that Taking No for an Answer focuses on fundamental counseling techniques rather than aggressive sales tactics. The book illustrates how to approach sales conversations with confidence, helping professionals to not only increase their earnings but also to enhance customer relationships. By exploring the dynamics of selling and the psychological barriers that hinder success, Lonergan offers valuable insights for anyone looking to improve their sales approach.
Official synopsis Publisher
Ninety percent of all sales people never bother to ask for the business. That’s because most sales professionals are afraid of No. They fear questions, objections and rejections, and this kills more sales opportunities than any other single cause. By demonstrating how and when to properly ask for the business, Taking No For An Answer shows sales people how to increase earnings while helping their customers reach comfortable and informed buying decisions. There is no magic here. This is not an alternative to hard work or the willingness to ask, ask, ask. Taking No relies on fundamental counseling techniques, rather than hard sell gimmickry-techniques which can contribute to success in everything we do.
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