CONTENTS >> PROSPECTING   Jan/Feb 2008
 
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Jan/Feb 2008 Issue
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PROSPECTING
 Author
Richard Fenton and Andrea Waltz

Hooray! I Got a No!

Five Strategies to Tap into the Power of No

By Richard Fenton and Andrea Waltz



Imagine getting a “no” from a prospect and actually saying to yourself, “Hooray!” In order to tap into the power of no, there are five key strategies you can apply today: change your mental model of success and failure, increase your failure rate, count your no’s, celebrate your failures and know that no could mean “not yet.”


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