{"id":422,"date":"2006-11-07T08:53:53","date_gmt":"2006-11-07T14:53:53","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/?p=422"},"modified":"2006-11-07T08:54:25","modified_gmt":"2006-11-07T14:54:25","slug":"go-for-no","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2006\/11\/go-for-no\/","title":{"rendered":"Go For No"},"content":{"rendered":"<p>We are fans of Jeff Thull&#8217;s approach to selling as we commented in a <a href=\"http:\/\/selectmetrix.com\/blogs\/?p=175\" target=\"_blank\">post from this past summer<\/a>. Now Thull has a new article in the latest SMT enewsletter &#8211; <a href=\"http:\/\/www.enewsbuilder.net\/salesmarketing\/e_article000680669.cfm?x=b8mCPRF,b4299r74\" target=\"_blank\">The Science and Art of Go For The No Selling<\/a>. I recommend you read the entire article, but here are some excerpts:<\/p>\n<blockquote><p>Probably the most debilitating myth ever perpetuated on the world of selling is: A good salesperson can sell anything to anybody. But those of us pursuing a complex sale should be taking the opposite approach.<\/p><\/blockquote>\n<p>Provocative you say? The reasoning:<\/p>\n<blockquote><p>Selling has become such a complex process that if you don&#8217;t consider &#8220;no sale&#8221; as a valid outcome and go for the no right away, you could end up wasting valuable time, company resources and delaying access to more lucrative opportunities. Real professionals recognize that a no &#8211; after a quality diagnosis, wins the potential customers respect, leaves the door open for future business and frees you up to pursue a better match. You should always ask yourself, Is there someplace better I could be?<\/p><\/blockquote>\n<p>And finally, the tease of the article:<\/p>\n<blockquote><p>Today&#8217;s environment &#8211; characterized by long sales cycles, multiple layers of decision and influence, and numerous perspectives &#8211; has become so complex that the very nature of selling has changed.<\/p><\/blockquote>\n<p>You will have to read the article to discover his solution. It is worth your time.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>We are fans of Jeff Thull&#8217;s approach to selling as we commented in a post from this past summer. Now Thull has a new article in the latest SMT enewsletter &#8211; The Science and Art of Go For The No Selling. I recommend you read the entire article, but here are some excerpts: Probably the most debilitating myth ever perpetuated on the world of selling is: A good salesperson can sell anything to anybody. But those of us pursuing a complex sale should be taking the opposite approach. Provocative you say? The reasoning: Selling has become such a complex process that if you don&#8217;t consider &#8220;no sale&#8221; as a valid&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2006\/11\/go-for-no\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[4,9],"tags":[],"class_list":["post-422","post","type-post","status-publish","format-standard","hentry","category-sales-management","category-sales-techniques"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-6O","jetpack-related-posts":[{"id":658,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/02\/the-team-selling-approach\/","url_meta":{"origin":422,"position":0},"title":"The Team Selling Approach","author":"Derrick Moe","date":"February 14, 2007","format":false,"excerpt":"This article - Sell Your Team on Team Selling - from Selling Power's Pharmaceuticals Newsletter approaches a trend we are seeing in spades these days. \"The greatest benefits from a team selling approach are what I call just-in-time factors,\" he says. \"That includes just-in-time technical expertise to address complex and\/or\u2026","rel":"","context":"In &quot;Sales Techniques&quot;","block_context":{"text":"Sales Techniques","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-techniques\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":175,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/07\/selling-the-complex\/","url_meta":{"origin":422,"position":1},"title":"Selling the Complex","author":"Derrick Moe","date":"July 18, 2006","format":false,"excerpt":"Jeff Thull is a successful sales trainer in the Twin Cities who works extensively with companies that have a complex sale. I just read this article - How to Prevent \"Unpaid Consulting\" - and found it full of tactical advice for salespeople. A few gems from the piece (emphasis mine):\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":811,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/04\/the-need-to-cross-sell-accounts\/","url_meta":{"origin":422,"position":2},"title":"The Need To Cross-Sell Accounts","author":"Derrick Moe","date":"April 9, 2007","format":false,"excerpt":"Team-based selling has become a dominant trend in the sales world due in large part to the information flowing through the Internet.\u00a0 Prospects expect knowledgeable salespeople to call upon them - the basic information they can (and probably have) learn from your website.\u00a0 ManageSmarter.com offers this article - Cross-Selling Takes\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1953,"url":"http:\/\/selectmetrix.com\/blogs\/2009\/03\/the-downward-spiral-to-commoditization\/","url_meta":{"origin":422,"position":3},"title":"The Downward Spiral To Commoditization","author":"Derrick Moe","date":"March 16, 2009","format":false,"excerpt":"We\u2019re fans of Jeff Thull here at The Hire Sense and his latest article on the Salesopedia.com only supports our belief.\u00a0 Anyone who has been in sales longer than a day has seen a sea change in the customer relationship over the past couple of years.\u00a0 Rapid commoditization is a\u2026","rel":"","context":"In &quot;Sales Techniques&quot;","block_context":{"text":"Sales Techniques","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-techniques\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1285,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/11\/selling-in-the-information-age\/","url_meta":{"origin":422,"position":4},"title":"Selling In The Information Age","author":"Derrick Moe","date":"November 13, 2007","format":false,"excerpt":"I was reading an interesting article from ManageSmarter.com titled Sales Triggers for Advantage and came across this opening: Do you remember the old days when the sales professional's role was easier to manage? I'm not saying the actual job of selling was easier\u2014none of us signed up for a sales\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1394,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/01\/selling-you-can-always-get-better\/","url_meta":{"origin":422,"position":5},"title":"Selling-You Can Always Get Better","author":"Derrick Moe","date":"January 28, 2008","format":false,"excerpt":"ManageSmarter.com offers this article - If You Want to Improve, Train Your Brain - regarding the need for salespeople to have a broader skill set in today's market.\u00a0 That is a trend we have seen over the past few years and one that is sure to expand. Ok, I know\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/422","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=422"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/422\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=422"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=422"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=422"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. The path to wp-cache-phase1.php in wp-content/advanced-cache.php must be fixed! -->