They don’t always say yes! That might be the very first thing you learn as a sales person. As a matter of fact, “No” in all its various forms and expressions, may be the one word that sales people hear most commonly. Amazing, then, that so few of us are equipped to effectively handle it.
I teach a two-step process: First you finesse the person, then you handle the idea expressed by that person. Here’s the first part of that. Every sales person should become adept with this simple process I call “Finessing the person.”

What do you do when the customer says “no”?