A Field Manual for the Professional Seller
Hardback $29.99 | Paperback $23.99 — both signed by the author
A regional utility wanted me to guarantee a 30% cost reduction in Year One. The numbers said we could deliver 18% to 22%. I would not promise 30% just to win a $2.3 million order.
We agreed on a two-year plan. We won the deal and delivered. Over the next three years, that buyer referred us to four other utilities, with deals worth more than $8 million.
That is the Integrity NO. Tell the truth when the order is on the line. Protect the customer. Your reputation will keep working long after the deal is done.
Enter your email to receive The $8 Million NO — a field case study on The Integrity NO
You need to read this immediately — and then buy a copy for everyone on your team.
Most sales are not lost on price. They are lost because the seller could not diagnose the real resistance. Selling Against NO! is the operating system for professional sellers who are tired of hope as a strategy.
Built on 39 years of B2B sales experience and the Help, Serve & Influence philosophy, this book gives you the Seven NOs framework — a complete diagnostic system for identifying, naming, and moving every type of buyer resistance you will ever face.
This is not a book about closing. It is a field manual for the seller who wants to stop pitching and start diagnosing.
Equipment, services, energy, logistics, technology. This framework was forged in your world.
Recruiting, financial services, consulting, insurance, healthcare. Your buyer’s cost of doing nothing is higher than they will ever admit.
Install a diagnostic operating system for your team. The Leader’s Field Guide at the end of each chapter is written for you.
Attorneys, consultants, financial advisors, recruiters. You may not carry a quota, but you carry a pipeline. The Seven NOs are exactly why your deals stall.