Get to no fast. About one-third of the time the prospect will say no and mean no. Sometimes this is a phone hung up on you, a door slammed in your face, or a deleted e-mail. Sometimes it is a string of expletives. Most times it is the prospect giving you a very direct and uncertain no! Although it sucks to hear no, it is also a blessing. It allows you to quickly move on to the next call—again, making you more efficient.
