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Interviews, features, and conversations with Jon Webb on diagnosing resistance, the Seven Types of NO, and treating selling as a true profession.
“Resistance is information. When professional sellers learn to understand that information, they stop fighting the buyer and start helping the buyer think.”
Jon explains why only about 20% of sellers treat selling as a true profession, why most sellers prescribe before they diagnose, and why Cost of Inaction should always come before ROI.
Read the Article“You're not trying to battle with anybody. You want to walk alongside them.”
The story behind Selling Against NO!, from a full year of sales training at Dodge to coaching freshman basketball at Columbus North.
Read the ArticleWhy enthusiasm is not commitment, and how sellers test a deal before it stalls.
What is the customer telling us when they say NO?
Jon joins Chris Salem to discuss Selling Against NO! and the Seven NOs, and why understanding resistance helps Professional Sellers build Relationship Equity and earn Trusted Advisor status. The conversation covers Cost of Inaction and putting Help, Serve & Influence into practice.
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Jon Webb is the founder of Major League Selling LLC and author of Selling Against NO! Over 39 years in B2B sales he carried the bag, led teams, and served as Chief Commercial Officer, helping scale an organization from $220 million to $1.3 billion in revenue. Today he teaches sellers and sales leaders to stop pitching and start diagnosing.
“Jon Webb has built something rare: a complete diagnostic operating system that doesn't just instruct, it challenges you. It holds up a mirror. Read this book. Then read it again.”
“What separates this book is precision. Jon names things every seasoned seller has lived but never seen put into words: the useless check-in, the false yes, the champion who cannot say no out loud.”
“This book is a masterclass in moving beyond quota chasing into true professional selling. The best coaches understand their players; true professional sellers understand their buyers. If you want to win, read Selling Against NO!”
Interviews, podcasts, expert commentary, and review copies of Selling Against NO!
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