At those points in the sale, you will hear the word no; and that’s absolutely fine. In fact, it’s an important aspect of the Straight Line System, as one of its cornerstone philosophies is that we do not make a full-blown sales presentation to someone who is not interested in buying what we’re selling. 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
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