Thank heavens for those NO's!

Top salespeople look for problems! There are few prospects, very very few who welcome you with open arms and can't wait to give you a job order. It's up to you to seek out and tackle the challenge of problem solving with eagerness. That's when the prospect will reward you with a job order. Your personal income is predicated on the number of no's you hear. You won't hear the, "yes, I'll buy", if you don't hear the "No, I'm not interested." There is much value in hearing "no" from the prospect. All you have to say is "why?" Everything the prospect responds gives you the ammunition, the reasons, the objections you must counter in order to close the sale.