Selling Against NO! in Your Industry
Every industry has its own version of the same problem: deals that stall for reasons your team can’t quite name. The Seven NOs diagnostic framework from Selling Against NO! applies everywhere — but the NOs that show up hardest, and the language that unlocks them, change by industry. Start with the one closest to your world.
Recruiting & Staffing
The candidate who ghosts after a great final round. The client who says “we love them” and never sends the offer. The placement that stalls a week before start date. See the Explicit, Silent, and Internal NOs that stall recruiting deals — and the moves that unstick them.
Wealth Management
A prospect who says “we’re happy with our current advisor” without ever comparing performance. A referral that goes warm, then quiet. See the Soft NO and Integrity NO patterns unique to advisory relationships — and how to open the door without sounding like every other advisor chasing the account.
Banking
A business owner who says the numbers work but still doesn’t switch banks. A credit relationship that goes cold once a competitor undercuts on rate. See the Economic NO and Integrity NO in banking — and how to compete on trust and outcomes, not just pricing.
SaaS & Enterprise Software
A champion who goes dark once Security gets looped in. A pilot with glowing feedback that never converts to a signature. See the Silent NO, False YES, and Economic NO patterns that quietly kill SaaS pipelines — and the diagnostic questions that surface what’s really happening.
Industrial Sales
Engineering loved it. Operations saw the value. Finance approved the budget — and the deal still went to the incumbent. See the Internal NO, Economic NO, and False YES that kill industrial and equipment deals, built around a real $800,000 loss.
Commercial & Benefits Insurance
“We’re happy with our broker” before you’ve even finished the quote. Your numbers win and the renewal still goes to the incumbent. See the Soft NO and Economic NO that stall commercial and benefits insurance deals — and how to diagnose what “happy” is really covering for.
Professional Services
Consultants, attorneys, and accountants all hit the same wall: a prospect who’s already covered. See the NOs behind every professional-services stall — by practice, with the exact diagnostic questions to open the door.
Bring Selling Against NO! to Your Team
Jon speaks at national sales meetings, sales kickoffs and industry events.