When They Say No – The Definitive Guide for Handling Rejection in Sales
Way back when, I met Andrea Waltz and was introduced to Go for No!—a book that read more like a parable than the usual “blah blah” sales manual. It told a story and slipped in sales lessons so smoothly, you didn’t even notice you were learning… until you realized you’d dog-eared half the book.
Now fast forward to When They Say No. This isn’t theory—it’s a how-to guide that starts by digging into your personal relationship with the word “NO.”
“When average salespeople hear the word NO, they think the sale is over.
When top sales performers hear NO, they think things are just getting started.”
pg. 23
So… which are you?
If you haven’t stopped to think about what NO means to you, this book is the perfect place to start. And here’s one of my favorite things: each tip, idea, or shift in mindset takes up just two pages. You can pick it up, flip to literally any section, and walk away with something usable—today.
Here’s my advice: go to Part Two, When They Say “NO”, skim the table of contents, and pick the chapter title that feels the most outrageous. Then start there.
Why? Because only you know if You Shouldn’t Be Surprised (pg. 53) or You Should Be Surprised (pg. 55) is the mirror you need right now.
Sales rejection isn’t personal. But how you respond to it? That’s where top performers stand out.
Get the book. Flip through it. Learn what NO really means for you—and use all 47 two-page insights to your advantage.
Keep going for NO,
Lynn
ps: next week will be about the third book in the trilogy: Go for NO! The Sequel