Instead, we want to weed these people out as quickly as possible, during the intelligence-gathering phase. (More on that later.) Remember, it’s not the job of salespeople to turn nos into yeses; it’s simply not what they do. Instead, we turn “Let me think about it” into a yes, and “Let me call you back” into a yes, and “I need to speak to my wife” into a yes, and “It’s a bad time of year” into a yes.
